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.

EXPERIENCE & EDUCATIONAL REQUIREMENTS

• Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market
• Experience in managing customers and partners
• 5+ years direct quota carrying selling experience of Services in the enterprise software industry. Can be a combination of both direct enterprise software sales and direct services sales.
• 5+ years experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management
• Demonstrable track record of value selling and solution selling experience
• Proven track record in business application software and/or services sales within large, key accounts
• Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
• A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
• 3+ years of deep industry/domain expertise

INTERNATIONAL EXPERIENCE

• Experience with large Multinational Customers
• Experience working in other countries and regions is desirable

EDUCATION

• Bachelor or Master’s Degree (MBA would be advantageous)

CORE TASKS MAY INCLUDE:

• Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
• Accountable for booking and revenue Services targets for assigned account(s)
• Origination and management of opportunities and bids, deal closure through formal sales cycle
• Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
• Single Point of Contact for the customer representing the SAP Services organization
• Direct contributor to overall long term success of customer and partner relationships
• Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
• Accountable for all Services Commercial aspects in assigned account(s)
• Supporting Delivery Teams engaged in delivering against existing contracts
• Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success.
• Supporting customer’s transformation journey, with full accountability across Sales and Delivery
• Setting strategic goals and outcomes to support the customer’s business objectives

KEY RESPONSIBILITIES & TASKS

The Senior Services Account Executive has high influence on the development and growth of new Services business and develops and maintains effective relationships with senior executives in assigned account(s). They are accountable to ensure business growth through business development activities and ensure they are delivered in accordance with the organizational strategy. This role represents the SAP Services organization from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships. This is a business development role and is expected to generate qualified opportunities based on holistic understanding of customer challenges, establishing and developing the SAP Services footprint within their assigned accounts(s).

COMMERCIAL ACCOUNTABILITY

• Accountable for booking and revenue Services targets for assigned account(s)
• Generation and management of opportunities and bids, deal closure through formal sales cycle
• Shapes deals that are compliant, aligned to agreed governance process, controls and targets
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
• Maintain internal systems with accurate customer and pipeline information