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Senior Sales Account Executive

hace 3 meses

Buenos Aires, Argentina SAP A tiempo completo

Empowering Businesses to Thrive

At SAP, we are dedicated to fostering an environment where you can excel. Our organizational culture emphasizes teamwork and a collective drive to enhance global operations. We achieve this by laying the groundwork for the future and cultivating a workplace that values diversity, promotes flexibility, and aligns with our mission-driven and forward-thinking objectives. We provide a supportive, collaborative team atmosphere with a strong emphasis on personal growth, acknowledgment of individual achievements, and a range of benefits tailored to your needs.

Key Responsibilities

The primary duties of the Account Executive encompass identifying prospects, qualifying leads, selling, and finalizing new business with both existing and potential clients. The Account Executive offers insights during customer interactions and utilizes all available resources to address client challenges with suitable SAP solutions.

1. Customer Relationship Management and Revenue Generation
1.1. Revenue Goals - Meet or surpass sales targets.
1.2. Strategic Sales Alignment - Align SAP Cloud/SaaS offerings with the strategic goals of customers, developing optimal account plans to ensure revenue achievement and sustainable growth. Build relationships with new and existing clients to navigate complex strategies within intricate global organizations.
1.3. Trusted Advisor Role - Establish robust relationships with management and executive levels based on a deep understanding of customer needs and a commitment to delivering value. Create a foundation for future business opportunities and maintain accurate account insights and guidance.
1.4. Customer Insight - Gain a comprehensive understanding of each customer's technology landscape, growth strategies, and competitive positioning. Stay informed on industry trends and issues affecting prospects by reviewing public information.
1.5. Territory Leadership - Oversee assigned territory, including account management, relationship building, prospect profiling, and sales cycles. Encourage all accounts to serve as SAP references.
1.6. Business Strategy Development - Formulate and present a detailed business plan addressing customer priorities and challenges. Utilize benchmarking and ROI data to facilitate customer decision-making.

2. Demand Generation and Opportunity Management
2.1. Pipeline Management - Maintain a disciplined approach to managing a continuous sales pipeline. Ensure the pipeline is current and progressing.
2.2. Collaborative Pipeline Development - Work with support teams, including Marketing and Inside Sales, to drive pipeline growth in the designated territory.
2.3. Leverage SAP Offerings - Demonstrate proficiency in SAP solutions, including Industry and Line of Business offerings, as well as technology solutions. Exhibit early adoption of new strategies and solutions.
2.4. Sales Advancement - Successfully advance and close sales opportunities through effective execution of the sales strategy. Negotiate with a win/win mindset for both SAP and its clients.
2.5. Support SAP Initiatives - Actively participate in SAP promotions and events within the territory, taking a leadership role in sales activities.

3. Sales Excellence Practices
3.1. Best Practices Sharing - Foster and disseminate effective sales and negotiation techniques.
3.2. Value Selling - Focus on selling value.
3.3. White Space Analysis - Conduct and implement initiatives for upselling and cross-selling within the customer base.
3.4. Resource Coordination - Assemble the right teams to execute successful sales strategies. Promote a unified SAP approach.
3.5. Utilize Proven Sales Models - Implement best practice sales methodologies.
3.6. Competitive Positioning - Understand SAP's competitive landscape and effectively position solutions against competitors.
3.7. CRM Maintenance - Keep the CRM system updated with accurate customer and pipeline information.

4. Leading a Virtual Account Team
4.1. Mentorship - Guide Associate/Senior Account Executives.
4.2. Leadership in Remote Teams - Exhibit leadership in managing remote teams.
4.3. Account Team Alignment - Ensure account teams and partners are well-informed about each account's strategy and prepared for all customer interactions.

Experience & Language Proficiency

  • 8+ years of experience in selling complex business software or IT solutions
  • Preferred experience in Retail and/or Consumer Packaged Goods sectors
  • Demonstrated success in business application software sales.
  • Experience leading in a team selling environment.
  • Proven track record with large transactions and extended sales cycles in a dynamic, consultative, and competitive market.
  • Exceptional negotiation and contractual skills.
  • Fluent in English at a business level.

Unleash Your Potential

SAP's innovations empower over four hundred thousand customers globally to collaborate more effectively and leverage business insights efficiently. Initially recognized for our leadership in enterprise resource planning (ERP) software, SAP has transformed into a market leader in comprehensive business application software and related services for databases, analytics, intelligent technologies, and experience management. As a cloud-focused organization with two hundred million users and over one hundred thousand employees worldwide, we are driven by purpose and future-oriented, fostering a collaborative team spirit and commitment to personal development. Whether connecting global industries, individuals, or platforms, we ensure every challenge receives the attention it deserves. At SAP, you can truly unleash your potential.

Commitment to Inclusion

SAP's inclusive culture, emphasis on health and well-being, and flexible work models ensure that everyone—regardless of background—feels valued and can perform at their best. We believe that our strength lies in the unique capabilities and qualities each individual brings to our organization, and we invest in our employees to build confidence and help everyone achieve their full potential. We are dedicated to unleashing all talent and creating a more equitable world.
SAP is proud to be an equal opportunity employer and an affirmative action workplace. We are committed to the principles of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates may be required to undergo a background verification with an external vendor.

Requisition Details:

Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.