Strategic Corporate Field; Industry AE - Toronto

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

Job summary

An established industry player is seeking a dynamic Corporate Field Industry Account Executive in Toronto. This exciting role involves driving sales of innovative software solutions, engaging with strategic clients, and utilizing a consultative approach to address customer needs. You'll be part of a collaborative team that values flexibility and personal growth, while focusing on achieving significant revenue targets. If you have a strong background in software sales and a passion for technology, this position offers a fantastic opportunity to make a real impact in a rapidly evolving market.

Qualifications

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

Responsibilities

• Prospecting, qualifying, selling, and closing new business.
• Develop detailed account plans for strategic accounts.

Skills

Sales of complex business software

ERP solutions

Business value selling

Customer engagement

Pipeline management

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 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 is aligned 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.

Strategic Corporate Field; Industry AE - Toronto

KEY AREAS OF 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 engagement; use all resources to solve customer problems utilizing the full suite of SAP products, with a focus on 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, emphasizing 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 drive growth. Focus on increasing SAP’s wallet share and breaking into new accounts, selling 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 your client's technology footprint, growth plans, and industry trends by reviewing relevant public information.
• Business Value Selling: Use Value Advisory, benchmarking, and ROI data to support customer decision-making and build strategic business cases.
• Customer References: Encourage accounts to serve as references.

Demand Generation, Pipeline, and Opportunity Management:

• Pipeline Planning: Maintain a current and progressing pipeline.
• Pipeline Partnerships: Utilize support organizations and channels to funnel opportunities.
• Leverage SAP Solutions: Demonstrate proficiency in SAP offerings and apply them to sales pursuits.
• Advance and Close Sales Opportunities: Execute strategies to close sales.
• Support SAP Promotions and Events: Participate actively in promotions and events.
• Hunter Mentality: Exhibit a proactive, high-speed work ethic.
• Sell value and analyze territory for upsell and cross-sell opportunities.
• Forecast accurately and manage pipelines effectively.
• Work proficiently with Partners and Partner Business Managers to find and close opportunities.

Orchestrate Resources:

• Deploy teams effectively, including partner channels.
• Understand SAP’s competition and position solutions accordingly.
• Maintain accurate CRM data.

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 fast-paced, consultative, competitive markets.

EDUCATION

• Bachelor’s degree or equivalent.

SAP does not offer relocation or visa sponsorship for this role at this time.

Additional information about SAP’s culture, benefits, inclusion policies, and pay transparency is included in the original description. The position involves global interactions, requiring proficiency in English, especially for roles based in Quebec.