Senior Account Executive - Public Services Sales (North)

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. 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.

What you'll 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 and uses all resources to solve customer problems with appropriate SAP products.

• Annual Revenue - Achieve/exceed quota targets.
• Sales strategies - Develop 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 the organization.
• Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value. Build 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 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 and technology solutions.
• 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 on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• 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 stakeholders.

What you'll Bring

• 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 accounts 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. 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.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.

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, sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID: 419355 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.