Senior Account Executive, Western Canada

SAP SE; Calgary; On-site; USD 170,000 - 382,000; Full time

Job summary

An established industry player is seeking a Senior Account Executive to drive sales in Western Canada. This role focuses on building and maintaining strong customer relationships, developing strategic account plans, and leading a virtual team to achieve sales targets. The ideal candidate will have extensive experience in selling complex software solutions and a proven track record of success in a consultative sales environment. With a commitment to inclusion and employee well-being, this innovative firm offers a collaborative work culture and a competitive compensation package, making it an exciting opportunity for driven sales professionals.

Qualifications

• 10+ years in sales of complex business software or IT solutions.
• Proven success in business application software sales.
• Experience with large transactions and long sales cycles.

Responsibilities

• Prospecting, qualifying, selling, and closing new business.
• Develop effective account plans and maintain customer relationships.
• Lead a virtual account team and manage remote interactions.

Skills

Sales of Complex Business Software

Account Management

Customer Relationship Management

Pipeline Management

Leadership in Remote Teams

Education

Bachelor’s Degree or Equivalent

Tools

CRM Software

SAP Solutions

Job description

Senior Account Executive, Western Canada

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 aligns with 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.

The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business with both existing and new customers. The Senior Account Executive brings a Point of View to customer engagement; uses all resources to solve customer problems with appropriate SAP products.

• Account and Customer Relationship Management, Sales, and Software License and Cloud Subscription Revenue
• Achieve or exceed quota targets annually.
• Develop effective and specific account plans to ensure revenue targets and sustainable growth. Build relationships in new and existing customers to drive strategy through the organization.
• Establish strong relationships based on understanding customer requirements and commitment to value, building a foundation for future business opportunities.
• Understand each customer’s technology footprint, growth plans, and industry trends to remain updated on key issues impacting the prospect.
• Lead designated territory, including account relationships, prospect profiling, and sales cycles. Build and maintain executive-level trusted advisor relationships with major companies in Western Canada.
• Develop and deliver comprehensive business plans addressing customer priorities, utilizing ROI data to support decision-making.

• Demand Generation, Pipeline, and Opportunity Management
• Maintain a disciplined approach to pipeline management, keeping it current and progressing through the sales funnel.
• Leverage support from marketing, inside sales, partners, and channels to generate pipeline within the territory.
• Be proficient in SAP solutions, including industry, line of business, and technology solutions, and bring these to bear in sales pursuits.
• Advance and close opportunities by executing sales strategies effectively.
• Support SAP promotions and events in the territory.

• Additional Responsibilities
• Maintain white space analysis and execute initiatives for upselling and cross-selling.
• Orchestrate resources and deploy teams to ensure successful sales outcomes, creating a unified SAP approach.
• Understand SAP’s competitive landscape and position solutions effectively against competitors.
• Keep CRM data accurate and up to date.
• Leading a Virtual Account Team: Demonstrate leadership in managing remote teams, ensuring account teams and partners are aligned with account strategies and prepared for customer interactions.

Experience & Language Requirements

• 10+ years in sales of complex business software or IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Experience with large transactions and long sales cycles in a competitive, consultative market.
• Fluent in English and the local language, both at a business level.

Education

• Bachelor’s degree or equivalent.

We Win with Inclusion

SAP promotes inclusion, health, well-being, and flexible work models to ensure everyone feels valued and can perform at their best. We believe our strength lies in the diverse capabilities and qualities each person brings. We invest in our employees to inspire confidence and help them realize their potential, aiming to create a better world.

SAP is committed to Equal Employment Opportunity and provides accommodations for applicants with disabilities. For assistance, contact: [e-mail].

Only permanent roles are eligible for the SAP Employee Referral Program, and specific conditions apply for roles in Vocational Training.

We consider all qualified applicants regardless of age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity, veteran status, or disability, in compliance with applicable laws.

Compensation Range Transparency: SAP values pay transparency and provides an annualized compensation range for the role, from $170,200 to $381,200 USD, depending on experience, education, and other factors. The actual offer will be within this range, and variable incentives depend on performance. For more details, see SAP North America Benefits.

Requisition ID: 424796 | Work Area: Sales | Travel: 0-50% | Career Level: Professional | Employment Type: Full-Time | Locations: #LI-Hybrid

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