Services - Senior Account Executive

at  SAP

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The 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 sales role and is expected to generate qualified opportunities and close them based on holistic understanding of customer challenges, establishing and developing the SAP Services footprint within their assigned accounts(s).

Account and Stakeholder Management

• Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
• Actively understand each of their assigned key customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
• Single Point of Contact for the customer representing the SAP Services organization for assigned account(s) to establish and develop SAP footprint
• Develop and deliver best-practice comprehensive Services account plans to address customer and prospects priorities and pain points.Utilize SAP Intelligent tools and standards to support the customer’s decision process.
• Direct contributor to overall long-term success of customer and partner relationships within the account
• Orchestrates resources: deploy appropriate teams to execute winning sales

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

Service Delivery Management

• Accountable for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
• Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts

Collaborative Working Environment

• Acts as a key team member within the extended Sales Account Executive teams
• Is self-aware - understands their own strengths and weaknesses, looks to leverage strengths and work on weaknesses
• Treats customers and colleagues with respect, fairness and consideration
• Strong collaboration with the SAP ecosystem and technology partners

Functional Experience

• Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market specially in the domain of IT application services sales

• Experience in managing customers and partners • 10+ years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.

• 10+ 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
• Deep industry/domain expertise

Partner Ecosystem Expertise

• Knowledge of SAPs Partners, Competitors and the regional IT Industry
• Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s) (incl. joint deals/business development)

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)

Professional Training and Certification

• High level of recognized sales training including in advanced negotiation skills

Language Requirement

• Fluency in English and Arabic National Language

• 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 informatio