Mid Market Account Executive

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.

About SAP Concur Technologies

Concur, a part of SAP, imagines the way the world should work, offering cloud-based services that make it simple to manage travel and expenses. By connecting data, applications, and people, Concur delivers an effortless experience and total transparency into spend wherever and whenever it happens. Concur services adapt to individual employee preferences and scale to meet the needs of companies from small to large, so they can focus on what matters most. The company serves more than 30,000 clients representing more than 27 million users in over 150 countries.

Concur’s employees are passionate about what they do because the work they do matters. Our solutions are used by more than 15 million users, both on the business and consumer side, and help individuals save time, which means more time for what is most important to them. Our users come from all walks of life across more than 100 countries. We help make their travel easier, more enjoyable, and provide a lifeline to help them get where they are going or even locate them in an emergency.

Job Overview:

Concur is seeking a proven sales professional to prospect and sell directly to mid-market companies (organisations with less than 300 UK employees) via the telephone and internet presentations in a defined geographic territory. This position is for a new business segment supporting a new Concur service.

The Sales representative will be responsible for the entire sales cycle along with supporting the customer experience and collecting information which will be important to further sales and support of this market.

We are looking for an aggressive, success-oriented individual with a proven record of exceeding sales targets, a high level of commitment and a strong desire to be part of Concur’s growth.

Position reports to the Sales Director.

Responsibilities:

1. Achieve sales objectives primarily through selling Concur expense and AP invoice software solutions to new customers and through sales of additional services to new customers.
2. Identify sales opportunities through direct prospecting, marketing lead follow up, networking and partner relationships.
3. Manage sales process through qualification, needs analysis, product demonstration, negotiation and close.
4. Work with pre-sales team when technical or product support is required.
5. Develop and maintain an elevated level of knowledge about Concur’s products and services.
6. Develop and maintain an understanding of the territory, marketplace, competitive offerings, and other business issues relevant to the position.
7. Use effective time and territory management to maximize results.
8. Develop and maintain relationships with Concur partners and other third parties to increase opportunities.
9. Manage customer engagement and sales process via the telephone and online collaboration tools.
10. Document daily sales activities in Salesforce automation tool, prepare accurate reports and forecasts, manage pipeline, and perform other tasks necessary to drive sales revenue and communicate activities to sales management.

Position Requirements: Education, Experience & Training required:

1. 2+ years of successful B2B sales experience with a strong emphasis on acquiring new customers.
2. Internal sales role background.
3. Experience selling to “C” level Executives.
4. Documented success achieving and exceeding assigned quotas.
5. Adoption of sales methodology.

Job Specific Specialised Knowledge & Skills:

1. Highly motivated and able to work independently.
2. Sandler Sales Methodology, Challenger Sale or MEDDIC training is advantageous.
3. Excellent written and verbal communication skills with an emphasis on persuasion & influence.
4. Knowledge of B2B marketing.
5. A good understanding of information technology particularly web-based applications.
6. Strong business acumen.

Critical Performance Competencies:

1. Demonstrates different influence styles as appropriate to situation while maintaining positive relationships.
2. Builds and maintains trusting relationships with associates and customers.
3. Effectively transfers thoughts and expresses ideas using speech, and listening skills to influence others and gain support.
4. Adjust to new, different, or changing requirements.
5. Listens with objectivity and checks for understanding.
6. Persists despite obstacles and opposition or setbacks.
7. Competitive, high achiever.
8. Holds self-accountable for results.
9. Conveys a sense of urgency and drives issues to closure.

Cultural Competencies required to do this job:

1. Displays passion for & responsibility to the customer.
2. Displays leadership through innovation in everything you do.
3. Displays a passion for what you do and a drive to improve.
4. Displays a relentless commitment to win.
5. Displays personal & corporate integrity.

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: Careers@sap.com.

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: 416682 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

Job Segment: Pre-Sales, ERP, Cloud, Account Executive, Sales, Technology