Job Description

ROLE DESCRIPTION:

The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers. The Account Executive brings a Point of View to the Customer engagement; leading all resources to solve customer problems with appropriate SAP products.  This position will be focused on a set of large Distribution and Retail Accounts in the Midwest Region.

EXPECTATIONS AND TASKS:

Sales Execution

Revenue – Meet or exceed your quarterly targets and projected annual revenue goals, both cloud and on-premise.
Cloud Consumption – Generally support customer care for the consumption of software.
Pipeline - Generate 3X-4X R4Q of your quota in accurate and feasible pipeline opportunities. 
Deal and Pipeline Health – Stay current and accurate in your forecasting and the information maintained in supporting systems.

Sales Cycle Execution

Demonstrate accurate understanding of SAP solutions and the necessary combinations of products for accurate client proposal generation
Demonstrate ability to develop and lead a holistic sales cycle
Demonstrate your ability to individually create and deliver client proposals
Demonstrate ability to personally close business

Business Development

Territory Planning – develop a plan for your territory including large opportunities and a glidepath to deliver them.
Account Planning – effectively execute Account Planning as well as appropriate follow up actions. 

Virtual Account Team (VAT) Management – manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities.  Leverage whitespace to focus your team’s efforts.
Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.

Customer Engagement

Activity – Put the day-to-day effort into personally connecting with your customers. 
Value-Sell – leverage a value-centric and strategic perspective with your customers.
Expansion and Customer Intimacy – Expand and deepen SAP relationships at your respective customers – with special focus of development outside of traditional IT channels.
Executive Alignment – Develop and leverage SAP-to-customer executive engagement, not just in support of a given deal.

General

Leadership – demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often.  Be the field general.  Lead your customer versus being led – think and act proactively.  Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.

Partner – utilize partners across all spectrums (internal and external) to support your objectives
Communication – exhibit clarity, accuracy, frequency and professionalism in all forms of communication. 
Responsiveness – be responsive and timely to all internal and external customer and partner requests.  Have a sense of urgency.
Operational Excellence – run your territory like a business in all regards. Utilize best practices.
Attitude and Effort – Creatively approach issues and opportunities.  Put the effort in that is required and exhibit a can-do attitude.  Have a high “motor.”

WORK EXPERIENCE:

10+ years of experience in sales of complex business software / IT solutions – Consumer Products and Agriculture Industry experience preferred
Proven track record in business application software sales.
Experience in lead role of a team-selling environment.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
Business level English: Fluent

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

Bachelor equivalent