Strategic Corporate Field; Industry AE - Toronto

SAP SE; Toronto; On-site; CAD 80,000 - 120,000; Full time

Job summary

An established industry player seeks a Strategic Corporate Field Industry Account Executive to drive sales and foster relationships with key clients in the Greater Toronto area. This role emphasizes collaboration and innovation, where you will leverage your extensive experience in business software sales to develop strategies that enhance customer engagement and revenue growth. Join a dynamic team committed to creating a supportive environment that values diversity and fosters professional development. If you are passionate about technology and eager to make a significant impact, this opportunity is perfect for you.

Qualifications

• 7+ years in sales of complex business software/IT solutions.
• Proven success in business application software sales, especially ERP.

Responsibilities

• Prospect, qualify, sell, and close new business with strategic clients.
• Develop detailed account plans to meet revenue targets.

Skills

Sales Strategies

Customer Acumen

Business Value Selling

Pipeline Management

Team Leadership

Education

Bachelor’s degree or equivalent

Tools

CRM Software

Job description

Strategic Corporate Field; Industry AE - Toronto

At SAP, we enable you to bring out your best. Our company culture emphasizes collaboration and a shared passion for helping the world run better. We focus daily on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and aligns with our purpose-driven, future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for individual contributions, and a variety of benefit options.

Key Responsibilities & Tasks

The Corporate Field Industry Account Executive's primary responsibilities include prospecting, qualifying, selling, and closing new business with existing and new customers. They should bring a Point of View to customer engagements, utilize all resources to solve customer problems with SAP products, and work heavily with the Partner community. They will be responsible for approximately 35 strategic clients/prospects in the Greater Toronto area.

Subscription Revenue

• Annual Revenue: Achieve or exceed Net Cloud Booking targets, focusing on SAP’s Business Suite, ERP, AI, Public Cloud, and indirect pursuits through partners.
• Sales Strategies: Develop detailed account plans for strategic accounts to meet revenue targets and promote sustainable growth. Focus on increasing SAP’s wallet share within existing accounts and breaking into new accounts, emphasizing the value of SAP’s Business Suite, Business Data Cloud, and AI solutions.
• Territory & Partner Strategy: Formulate strategies to maximize coverage and support growth through an extensive ecosystem.
• Customer Acumen: Understand clients' technology footprint, growth plans, and industry trends by reviewing public information and staying informed on industry developments.
• Business Value Selling: Use Value Advisory, benchmarking, and ROI data to aid decision-making and build strategic business cases.
• Customer References: Encourage SAP accounts to serve as references.

Demand Generation, Pipeline & Opportunity Management

• Pipeline Planning: Maintain a current and progressing pipeline.
• Pipeline Partnerships: Use support organizations, including partners, to generate opportunities.
• Leverage SAP Solutions: Demonstrate proficiency in all SAP offerings during sales pursuits.
• Close Opportunities: Execute sales strategies to advance and close deals.
• Support Promotions & Events: Actively participate in SAP promotions and events.
• Hunter Mentality: Exhibit proactive, high-speed work ethic.
• Sell value and analyze territory for upselling and cross-selling opportunities.
• Forecast accurately and work proficiently with partners to find and close new opportunities.

Resource Orchestration

• Deploy teams effectively, including partners, to execute sales strategies.
• Understand SAP’s competition and position solutions accordingly.
• Maintain accurate CRM records.

Lead a (Virtual) Account Team

• Demonstrate leadership in orchestrating SAP and partner teams.
• Ensure account teams and partners are aligned with top account strategies and well prepared for customer interactions.

Experience & Language Requirements

• 7+ years in sales of complex business software/IT solutions.
• Proven success in business application software sales, especially ERP.
• Experience leading team-selling environments.
• Success with large transactions in competitive, fast-paced markets.

Education

• Bachelor’s degree or equivalent.

Note: SAP is not offering relocation or visa sponsorship for this role at this time.

At SAP, we foster innovation, diversity, and inclusion, aiming to create a supportive environment where everyone can excel. We are an equal opportunity employer committed to accessibility and inclusion.