PURPOSE AND OBJECTIVES
SAP for BIG DATA, the next generation of real-time enterprise solutions for digitalized economy that enable the enterprises to get instant insight for delivering the desired service in the moment of truth of the customer interaction bringing a memorable customer experience. The large scope of modules and technologies are able to address all known and unknown business challenges.
With dedicated leadership, sales teams, ecosystem partners, SAP Big Data is targeting massive growth to transform the way customers do business.
EXPECTATIONS AND TASKS
The Sr. Account Executive, BIG DATA sales is responsible for:
ACCOUNT AND CUSTOMER RELATIONSHIP MANAGEMENT, SALES AND SOFTWARE LICENSE REVENUE.
* Annual Revenue - Achieve / exceed quota targets.
* Sales strategies - Develops 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 organization.
* Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds 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 (e.g. new executive appointments, earnings statements, press releases) 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, PIO, Design thinking, benchmarking and ROI to support the customer’s decision process.
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, Partners and channels to funnel pipeline into the assigned territory.
* Drive and close sales opportunities - through the successful execution of the sales strategy and roadmap.
* Support all SAP promotions and events in the territory.
* Customer facing - Maximize the customers facing time.
SALES EXCELLENCE.
* Sell value.
* Drive the customer agenda.
* Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
* Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
* Utilize best practice sales models.
* Understand SAP’s competition and effectively position solutions against them.
* Maintain CRM system with accurate customer and pipeline information.
* Change the rule of the game by a unique value proposition.
LEADING A (VIRTUAL) ACCOUNT TEAM.
* Demonstrates leadership skills in the orchestration of remote teams.
* Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
WORK EXPERIENCE
* 10+ 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.
* Demonstrated success with large transactions and lengthy sales c
تفاصيل الوظيفة
| 2014-05-01 | تاريخ الإعلان عنها: |
| الرياض, المملكة العربية السعودية | منطقة الوظيفة: |
| غيرذلك | الدور الوظيفي: |
| مبيعات | قطاع الشركة: |
المرشح المفضل
| إدارة | المستوى المهني: |
تقدم الآن - وظائف في السعودية - وظائف في جدة, المملكة العربية السعودية - وظائف في الرياض, المملكة العربية السعودية - وظائف غيرذلك في السعودية - بحث عن جميع الوظائف
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