Account Director - Oil and Gas

SAP; Riyadh; On-site; SAR 562,000 - 750,000; Full time

Job summary

A leading software company in Riyadh is seeking an experienced Account Director to drive sales and foster customer relationships. The ideal candidate will have 15-20 years of experience in business software sales, strong negotiation skills, and knowledge of the oil and gas industry. This role offers opportunities for impact in a collaborative environment with a focus on personal development and innovative solutions.

Responsibilities

• Prospecting, qualifying, selling and closing new business to existing and net new customers.
• Account and Customer Relationship Management.
• Achieve and exceed quota targets.
• Align SAP Cloud solutions with customer's strategic objectives.
• Establish strong management and executive relationships.

Skills

Advanced Professional Skills

Deep Customer Orientation

Excellent Effective Communication

Establishing Trust

Collaboration

Results Orientation Driven

Team Lead

Tech Industry & SAP General Skills

Software as a Service (SaaS), PaaS and IaaS

Artificial Intelligence

Process Improvement

Technology Innovation

SAP Cloud Suite Portfolio

O&G strategies and trends

Cloud Strategy

Complex Sales

Customer Engagement

Customer Relationship Management

Negotiation

Sales Forecasting

Sales Qualification

Competitive Positioning

Account Governance

Education

15-20 years of experience in sales

Business level English: Fluent

Local language: Fluent

Oil & Gas Industry Knowledge

Experience with Aramco preferred

Job description

Overview

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. 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.

Key Responsibilities

Account Director responsibilities:

• Prospecting, qualifying, selling and closing new business to existing and net new customers. Bring a point of view to customer engagements and use all resources to solve customer problems with appropriate SAP products.
• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
• Annual Revenue – Achieve / exceed quota targets.
• Sales strategies – Align SAP Cloud / SaaS solutions with the customer's strategic objectives; develop best-practice account plans to ensure revenue target delivery and sustainable growth. Build relationships in new and existing customers to drive complex strategy through global organizations.
• Trusted advisor – Establish strong management and executive relationships based on customer requirements and value, and lay the foundation for future business opportunities and accurate account information.
• Customer Acumen – Understand each customer's technology footprint, growth plans, strategy and competitive landscape. Monitor public information to stay updated on industry trends.
• Territory and Account Leadership – Lead designated territory, including accounts, relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive plans addressing customer priorities and pain points, using VE, benchmarking and ROI data.
• Ability to lead 2E2 complex transactions and initiatives with the customer.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning – Maintain a rolling pipeline and keep it current and progressing.
• Pipeline partnerships – Leverage Marketing, Inside Sales, Partners and channels to funnel pipeline into the territory.
• Leverage SAP Solutions – Be proficient in SAP offers across Industry, LOB, and technology solutions; demonstrate early adoption of new solutions and strategies.
• Advance and close sales opportunities – Execute the sales strategy and roadmap; negotiate win/win outcomes.
• Support SAP promotions and events in the territory – take an active sales leadership role in SAP events.

Sales Excellence

• Build and share best-practice sales and negotiation skills.
• Sell value.
• Maintain White Space analysis and execute upsell/cross-sell strategies.
• Orchestrate resources – deploy appropriate teams to win; create OneSAP.
• Utilize best-practice sales models.
• Understand SAP's competition and position solutions effectively.
• Maintain CRM system with accurate customer and pipeline information.
• Maintain and manage complex deals.

Experience & Educational Requirements

• 15-20 years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales
• Exceptional experience in leading a team selling environment
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
• Exceptional contractual and negotiation skills
• Business level English: Fluent
• Local language: Fluent, Business Level
• Oil & Gas Industry Knowledge
• Experience with Aramco preferred

Skills you’ll use

• Advanced Professional Skills
• Deep Customer Orientation
• Excellent Effective Communication
• Establishing Trust
• Collaboration
• Results Orientation Driven
• Team Lead
• Tech Industry & SAP General Skills
• Software as a Service (SaaS), PaaS and IaaS
• Artificial Intelligence
• Process Improvement
• Technology Innovation
• SAP Cloud Suite Portfolio
• RISE and GROW with SAP
• O&G strategies and trends, especially ARAMCO Strategy
• SAP Corporate Strategy
• Role Specific Skills
• Cloud Strategy
• Complex Sales
• Customer Engagement
• Customer Relationship Management
• Industry Knowledge
• Negotiation
• Sales Forecasting
• Sales Qualification
• Competitive Positioning
• Account Governance

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use 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 bring out your best.