Senior Account Executive Jobs in Chennai – SAP Careers

Sr. Account Executive – Mid market

 

SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focussing on navigating complex sales engagements within the Key Enterprise sector of SAP’s Mid market team. This role is an important driver for our cloud & on-prem business and offers huge opportunities to grow for you within the SAP ecosystem.

 

Your success in the role will be driven by:

Business & Financial Acumen

Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
Tying economic, industry, sub-industry and business drivers to implications for the customer’s business. Identifying non-obvious financial levers.
Monetizing the value that SAP offers the customer
Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
Linking the value of products and services with the deal price to overcome pricing objections
Influencing the Customer

Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
Creating and delivering an insight that leads to differentiation
Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation
Positioning the advantages and challenges of various digital framework implementation engagement models.
Managing the Account as a Business

Aligning the customer’s strategic goals to SAP’s competitive differentiators and map to SAP solutions
Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives
Demand Management & Pipeline Health

Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams

Educations & Skills requirement:

Bachelor equivalent or Masters (preferred) with proved track record through 8+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology
Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market (preferably across the Digital Natives businesses)
Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer

Location: Chennai

 

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