Strategic Sales Account Executive

SAP•Feltham, England, UK

fulltime

Sales and Business Development

10+ years

About the role

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.

Key Areas of Responsibility and Tasks

Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximize revenue across all lines of business under the most favorale terms possible to SAP. From deal strategy through commercial execution, he/she works directly with SCP customers, leveraging all internal resources (Industry, VE, Sales, Consulting, Revenue Recognition, Pricing, Contracts, etc.) to create, develop, and manage opportunities to a mutually agreeable outcome. On average, the position will manage 2-3 ‘must win’ accounts per quarter, while also focusing on the development of longer terms opportunities.

Account Planning

Participate/lead customer-specific account reviews to assist in the development of near-term and long-term opportunities in the SCP customer base
Drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution:
Customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape
Current application/IT landscape, whitespace, competitive positioning, value drivers

Sales Strategy

Drive coordination across all lines of business to gather required building blocks (historical investment pattern, validated demand, financial analysis, benefits statement, delivery horizon) to formulate the appropriate deal strategy
Develop and drive sales strategy on individual opportunities through execution
Actively manage, hold accountable, and course correct the strategy and account team as the cycle progresses
Help define SAP Executive engagement, timing and messaging with Customer C-level executives

Deal Execution

Develop and present professional grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering.
Must be able to address questions, concerns, and prepare countermeasures in competitive landscape
Manage complex legal and commercial negotiations across all lines of business through final execution
Leverage all required internal field-level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunity
Build/maintain foundational customer relationships based upon trust on which to harvest future business opportunities

Accountability

Must own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skills
Maintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycle
Manage potential escalations to SAP Executive Management
Responsible for overall delivery of Regional and National SCP revenue targets

Mentorship

Purpose of role is to work with IAE/GAD/VAT throughout the process to enhance their skills in best practices (account planning, sales strategy, positioning, negotiation, and execution)
Demonstrate leadership skills in the orchestration of cross-functional teams
Provide guidance and support at the Regional level via best practice sharing
Support the development of non-SCP IAEs via mentorship, information sharing, account analysis, etc.

Required Experience

10+ years direct, high-performing, quota-carrying sales in complex business software / IT solutions
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
Deep understanding of SAP solutions and internal process
Experience in leading and directing large virtual team
Excellent presentation skills to CXX level audience
Strong business acumen, problem solving skills, and ability to analyze complex data
Exceptional legal and commercial negotiation 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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

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.

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