Senior Account Executive, Industrial (Competitive) - Toronto

at  SAP

WE HELP THE WORLD RUN BETTER

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

WORK EXPERIENCE:

• 5+ years Quota-carrying, C-suite level, sales experience—experience with Large Enterprise F500 account
• 5+ years proven experience in selling into competitive install base.
• Strong understand of Cloud SaaS solutions and the full lifecycle of value creation
• Experience managing complex sales cycles from start to finish with a track record of success and quota achievement.
• Understanding of the strategic competitive landscape
• Ability to explain the value of Cloud solutions
• Proven record of cultivating relationships with strategic partners and alliances
• Industry experience preferred - Construction, Telco, Engineering and Manufacturing

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree with a minimum of 5+ years of similar working experience.
• Experience with building relationships within the C-suite
• Strategic mindset with ability to identify customer pain point and articulate 3-10 year vision of how technology improves their pain point.
• Ability to lead in a matrix, non-reporting structure, environment with large groups
• Lead with empathy and objectivity
• Self-starter and an enthusiastic “roll up your sleeves” mentality.
• Ability to manage ambiguity, take calculated risks and thrive in an unstructured, fast pace environment.
• Ability to provide a realistic outlook of your overall book of business to management.
• Creative thinking and problem solving
• Excellent verbal and written communication skills
• Familiarity with consultative/value selling methodology
• Strong track record of nurturing and developing customer relationships beyond point of sale

• Develop and nurture executive relationships by demonstrating professional knowledge of the client’s industry through a consultative selling approach in a highly competitive territory.
• Listen attentively to customer needs; demonstrate empathy while overcoming objections.
• Work with your extended SAP team and tools to build, qualify, and manage an accurate sales pipeline in your assigned territory.
• Develop a clear understanding of the client’s existing competitive technology footprint, growth plans, and competitive landscape.
• You regularly review your client’s annual statements and executive appointments to understand the issues impacting them. Leverage a defined process to learn and understand the challenges our clients face and recommend solutions based on their needs.
• Build strong working relationships with your extended SAP account team to enable an integrated and efficient interaction between SAP and the client.
• Work closely with our Customer Engagement, Product Development, Marketing, and Consulting teams to enhance the value proposition of SAP solutions through their full lifecycle
• Organize a strategic account plan with clear timelines and actionable next steps for customers.
• Provide continued momentum and focus throughout short, medium, and long sales cycles.
• Meet and exceed quota targets