Services Sr. Account Executive

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.

The SAP Services Account Executive enables customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy. As the key customer-facing asset in our Services Sales organization, you are responsible for positioning SAP Services as the differentiated partner that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies.

Responsibilities

• Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges.
• Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
• Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities and continuously review and update territory and opportunity plans based on a dynamic customer environment.
• Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
• Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
• Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior.
• Research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business
  
  

Experience And Role Requirements

• Minimum of 5 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management.
• SAP product and prior enterprise business application software or implementation experience is preferred.
• Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
• Proven experience with identifying opportunities and managing them through sales process from inception to close
• Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
• Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
• Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
• Experience leading and influencing a team without direct reporting authority
• Ability to adapt and function effectively in fast-paced, changing environment
  
  

Personal Characteristics Required

• Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
• Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
• Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
• Independence: functions successfully without much supervision and stays focused.
• Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
• Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior
• Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills
  
  

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

SAP’s 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: [email protected]

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: 418901 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: .