Industry Account Executive for the Energy and Utilities sector

at  SAP

WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

SUMMARY

The Industry Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business in collaboration with the Sales Specialists, Services Team and Industry Value Advisors (IVA). The Industry Account Executive brings a Point of View to the Customer engagement; uses all resources to address customer challenges with appropriate SAP products. The current position is to manage some of the most relevant customers of SAP Portugal.
Expectations & Tasks

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies - Develops effective and specific account plans to ensure target delivery and sustainable growth. Develop relationships in existing customers and leverage to drive strategy through organization.
• Trusted advisor - Establishes relationships based on knowledge of customer business challenges, requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership – Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand IVA, benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and IVA leadership to deploy tools effectively

• Partner Ecosystem Management: Develop and manage close, trustable and successful relationships with SAP and Customers main partners to both develop new opportunities and grant the success of the implementation projects.

  Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline . Keep pipeline current and moving up the pipeline curve.

• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CX, DSC, HXM, ISBN et. al) and Business Technology solutions (AI, ML, Business Analytics, Mobility, Datawarehouse et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.
• Support SAP events in the territory

Sales Excellence

• Understand best practice sales models. Work actively with SAP Industry Experts to develop sophistication in sales and negotiation skills.
• Sell value to SAP customers, presenting valuable and trustable business cases.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Work effectively with a (Virtual) Account Team

• Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

WORK EXPERIENCE

• 10+ years of experience in sales of complex business software
• Proven track record in business application software sales
• Experience in a team-selling environment
• Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market
• Experience in the Energy and Utilities sector is a must

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Business level English: Fluent
• Local language: Fluent, Business Level
• Bachelor equivalent

Please refer the Job description for details