Senior Account Executive Public Services Sales (North)
- Sapital
- 3 - 7 years
- Delhi, NCR
- 8 months ago
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Job Description
We help the world run betterAt 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
HowWe 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
What Youll Do
The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers
The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products
Account and Customer Relationship Management, Cloud Subscription Revenue
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
Understanding & experience of State Govt/ PSU procurement processes & prior experience in closing large digital transformation initiatives including cloud solutions in the similar industry
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 enterprise applications like 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
Sell value
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
Utilize best practice sales models
Understand SAP's competition and effectively position solutions against them
Maintain CRM system with accurate customer and pipeline information
Experience in proposing a long term digital transformation roadmap for the customer
Ability to collaborate with internal & external stake holders
What Youll Bring
Experience & Language Requirements
15+ 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
Prior experience in engaging in the complete sales cycle with Govt customers along with involvement of system integrators, State Nodal agencies & consultants
Understanding the business of various Govt bodies, Utilities & public sector as an industry is a must
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
Business level English: Fluent
Local language: Fluent, Business Level
Meet your Team
You will be part of the Public sector & Utilities team as an individual contributor reporting to the Regional Manager
You will be managing account in West & will be based in Mumbai
Will have to travel in the territory beyond the base location depending on the requirement
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively
Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management
As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development
Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves
At SAP, you can bring out your best
We win with inclusion
SAPs culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best
At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential
We ultimately believe in unleashing all talent and creating a better and more equitable world
SAP is proud to be an equal opportunity workplace and is an affirmative action employer
We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities
If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Ca****s@*** com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy
Specific conditions may apply for roles in Vocational Training
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability
Successful candidates might be required to undergo a background verification with an external vendor
Requisition ID: 419355 | Work Area: Sales | Expected Travel: 0 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
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Job Classification
Industry: Software ProductFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Direct Sales ExecutiveEmployement Type: Full timeContact Details:
Company: SAPLocation(s): Delhi, NCR+ View Contact
Keyskills: marketing promotions new business software sales sales strategy selling service sales
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