The Sr. Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

A

• ccount & Customer Relationship ManagementS
• erve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.D
• evelop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.G
• ain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environmentD
• emand Generation, Pipeline, and Opportunity Management:M
• aintain pipeline management, ensuring a healthy and advancing sales funnel.L
• everage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.U
• tilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.S
• ales Excellence:C
• onduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.O
• rchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the “OneSAP” approach.S
• tay informed about SAP’s competition and position SAP solutions effectively against them.M
• aintain accurate customer and pipeline information within CRM systems.L
• eading a (Virtual) Account Team:L
• ead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.E
• nsure that account teams and partners are well-prepared and strategically positioned for all customer interactions.M
• aximize the value derived from SAP’s extensive sales support ecosystem.

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