Services Sr. Account Executive

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.

EXPERIENCE, SKILLS AND EDUCATION:

• 7+ years of services sales experience
• 5+ years of successful services delivery, consulting, or implementation experience
• Professional presence to prepare and conduct a discovery session with customer
• Able to develop and maintain a territory plan to build pipeline
• Proven experience with identifying opportunities managing them through sales process to close
• Lead and influence internal teams to drive pipeline and close deals
• Able to research and understand customer business pains and tie to SAP Cloud Services portfolio and associated value propositions
• Able to apply the principles of value based selling throughout a sales cycle
• Bachelor level degree required; advanced degree preferred

ROLE DESCRIPTION:

The primary goal of the Senior Services Sales Executive position is to achieve and exceed an overall bookings quota for SAP Professional Services for both cloud and on premises. Services Executives work closely with the SAP License organization, SAP Delivery counter-parts, customers and partners to ensure the overall success of the sale and implementation of SAP solutions, and are expected to significantly contribute to the overall success of the customer relationship.

EXPECTATIONS AND TASKS:

• Developing a territory plan and account plans leveraging all assets available (e.g. lines of service, marketing, delivery) to drive pipeline and close opportunities.
• Insure pipeline has ample coverage of territory and the breadth of SAP Services’ entire portfolio of products and services.
• Develop and maintain relationships with new and existing customers in order to assist customer achieve strategy by leveraging SAP Services.
• Understand the customer decision process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
• Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
• Build strong internal relationships with license sales, alliances, services delivery, product management, and other groups.
• Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
• Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
• Coordinate with other internal resources, experts, and teams in formulating overall customer solutions and services for driving customer success.
• Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations.
• Manage the sales to services transition post sale.