Senior Account Executive

3 weeks ago

Stockholm, Stockholm, Sweden SAP Full time

Unlock Your Potential

SAP innovations empower more than four hundred thousand customers worldwide to work together more efficiently and leverage 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 unleash your full potential and bring out the best in yourself and others.

Key Responsibilities

The Senior Account Executive will be responsible for prospecting, qualifying, selling, and closing new business to named key customers in Sweden. It is essential that the Senior Account Executive becomes a trusted advisor for the customers and understands how to lead an extended team of experts. He/she needs to be able to demonstrate how SAP can help the customer reach their desired business outcomes.

Key Expectations and Tasks

  • Account and Customer Relationship Management
  • Achieve/exceed quota targets in Cloud subscription revenue
  • 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
  • Built 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

Requirements

  • 5+ years of experience in selling complex business software/IT solutions
  • Strong experience in C-level conversations and negotiations
  • Proven track records in business application software sales for Cloud/SaaS solutions
  • Work experience in relevant industry or line of business roles
  • Several years of Large Account Management experience/leading account teams
  • Knowledge of SAP's Service and Support along with understanding of ERP offerings is a plus
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market
  • Outstanding communication and presentation skills in Swedish and English

Education and Qualifications/Skills and Competencies

  • Masters degree or equivalent in suitable field – business process understanding is needed
  • Exceptional communication skills, able to effectively communicate in every environment, including informing and presenting to CxO level
  • Strategic thinker with high degree of creativity and innovation

At SAP, 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.

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