Enterprise Account Executive

Enterprise Account Executive

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We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

** This role is based in Belgium because of customer proximity requirements and we can only consider candidates which will not require a relocation **

ROLE DESCRIPTION

The Enterprise Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers as well as following up the customers on their adoption phase. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

EXPECTATIONS AND TASKS

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).  Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.   Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.   Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Adoption of purchase solutions: Follow up on customer adoption of purchased cloud software and orchestrate Customer Success Management community focusing on the realization of the Customer Lifetime Value. 

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.   
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory

Sales Excellence

• Define and deliver value cases to our customers.  
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. 
• Create OneSAP mindset
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organisations.

WORK EXPERIENCE

• 8+ years of experience in sales of complex business software / IT solutions
• 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 in English: Fluent
• Local languages (French/Dutch) : Fluent

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 459003  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid