Senior Sales Account Executive - Entertainment, Sports and Tourism

SAP; Riyadh; On-site; SAR 200,000 - 300,000; Full time

Job summary

A leading company seeks a Senior Account Executive to prospect and close new business in the KSA. Candidates should have extensive sales experience in complex IT solutions and a thorough understanding of customer relationship management. Fluency in English and Arabic is essential, along with a proven track record in managing significant transactions and collaborating effectively within remote teams.

Qualifications

• 6+ years of experience in sales of complex business software / IT solutions.
• Experience and established network in the KSA is a must.
• Demonstrated success with large transactions in a competitive market.

Responsibilities

• Prospecting, qualifying, selling, and closing new business.
• Lead designated territory, account relationships, and sales cycles.
• Maintain CRM system with accurate customer and pipeline information.

Skills

Sales Strategies

Customer Relationship Management

Business Acumen

Fluency in English and Arabic

Job description

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.

ROLE DESCRIPTION

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

EXPECTATIONS AND TASKS

Account and Customer Relationship Management, Sales, and Software License and Cloud Subscription Revenue.

1. Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
2. Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Build a foundation for future business opportunities and maintain accurate account information and coaching.
3. Customer Acumen - Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. Review public information for industry trends and issues impacting the prospect.
4. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
5. Business Planning – Develop and deliver comprehensive business plans addressing customer and prospects’ priorities and pain points. Utilize VE, benchmarking, and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
2. Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
3. Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM, etc.) and technology solutions (Business Analytics, Mobility, Database, and Technology, etc.)
4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
5. Support all SAP promotions and events in the territory
6. Sell value.
7. Maintain White Space analysis and execution of initiatives (up-sell and cross-sell) on customer base.
8. Orchestrate resources: deploy appropriate teams to execute winning sales.
9. Utilize best practice sales models.
10. Understand SAP’s competition and effectively position solutions against them.
11. Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

1. Demonstrates leadership skills in the orchestration of remote teams.
2. Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
3. Maximize the value of all sales support organizations.

WORK EXPERIENCE

1. 6+ years of experience in sales of complex business software / IT solutions
2. Experience and established network in the KSA is a must.
3. Experience selling to Entertainment, Sports, and Tourism industries is a plus.
4. Proven track record in business application software sales.
5. Experience in a lead role of a team-selling environment.
6. Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
7. Business level English and Arabic: Fluent
8. Saudi national talent pool preferred in line with Saudization targets.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

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.