(Senior-) Account Executive (f/m/d) - Professional Services

SAP SE; Walldorf; Vor Ort; EUR 60.000 - 100.000; Vollzeit

Zusammenfassung

Ein etabliertes Unternehmen sucht einen (Senior-) Account Executive, der Kunden dabei unterstützt, ihre Ziele durch strategische Positionierung von Cloud-Lösungen zu erreichen. In dieser Rolle sind Sie für die Verwaltung von Kundenbeziehungen, die Entwicklung von Account-Plänen und die Durchführung von Verkaufsstrategien verantwortlich. Sie arbeiten in einem dynamischen Team und profitieren von einer Kultur, die Vielfalt und Zusammenarbeit fördert. Wenn Sie leidenschaftlich an Technologie interessiert sind und Ihre Fähigkeiten in einem unterstützenden Umfeld einsetzen möchten, ist dies die perfekte Gelegenheit für Sie.

Leistungen

Flexible Arbeitsmodelle

Teamorientierte Umgebung

Lern- und Entwicklungsmöglichkeiten

Vielfalt an Benefits

Qualifikationen

• Mehrere Jahre Erfahrung im Verkauf komplexer IT-Lösungen.
• Erfolgreich abgeschlossenes Studium in relevanten Bereichen.

Aufgaben

• Verantwortung für das Management von Kundenbeziehungen und Verkaufsstrategien.
• Leitung virtueller Account-Teams zur Erreichung strategischer Ziele.

Kenntnisse

Verkauf von komplexen Geschäftsanwendungen

Markt- und Branchenkenntnisse

Verhandlungsgeschick

Kommunikationsfähigkeiten

Teamarbeit

Ausbildung

Abschluss in Betriebswirtschaft

Abschluss in Wirtschaftsinformatik

Abschluss in Wirtschaftsingenieurwesen

Tools

CRM-Systeme

Jobbeschreibung

We help the world run better

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. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to 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.

What you'll do:

The (Senior-) Account Executive (f/m/d) (AE) role for Professional Services empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success.

The Professional Services industry includes businesses that provide expertise-based services, such as consulting, legal, accounting, engineering, and IT services. These firms rely on efficient project management, resource planning, and financial operations to deliver value to their clients while maintaining profitability.

The role includes the following key aspects:

• Account & Customer Relationship Management:
  • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.
• Demand Generation, Pipeline, and Opportunity Management:
  • Maintain pipeline management, ensuring a healthy and advancing sales funnel.
  • Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
  • Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
• Sales Excellence:
  • Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
  • Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
  • Stay informed about SAP’s competition and position SAP solutions effectively against them.
  • Maintain accurate customer and pipeline information within CRM systems.
• Leading a (Virtual) Account Team:
  • Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
  • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
  • Maximize the value derived from SAP’s extensive sales support ecosystem.

What you bring:

• Several years of experience in sales of complex business software/IT solutions.
• Market and industry knowledge of professional services.
• Successfully completed university degree in Business Administration, Business Information Systems, Business Engineering, or comparable degrees.
• Savvy in effective and conscious communication, team player!
• Sovereign management of larger virtual account teams (consisting of consulting, training colleagues, LOB advisors, and so on) with empathy, enthusiasm, and perseverance.
• Experience with RISE – Cases in previous operations at SAP are a big advantage.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Full working proficiency in German and Business English, with proficiency in additional languages considered a plus.

Soft skills:

• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.

Meet your team:

• Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
• Engage in collaborative work with SAP leadership and industry teams to drive customer success.
• Align with product/solution management teams to enhance your strategic engagements.
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

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.

Requisition ID: 421501 | Work Area: Sales | Expected Travel: 0 - 70% | Career Status: Professional | Employment Type: Regular Full Time