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Account Executive - South (Florida Accounts)

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SAP

1mo ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Miami

AI generated summary

  • You must have 5+ years in complex software sales, proven success in large transactions, strong negotiation skills, exceptional communication, and the ability to innovate in a matrix organization.
  • You will manage customer accounts, develop strategic plans, maintain sales pipelines, leverage resources, identify upsell opportunities, and lead teams to achieve revenue targets.

Requirements

  • 5+ years of experience in sales of complex business software/IT solutions.
  • 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.
  • 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.

Responsibilities

  • 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.
  • 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.
  • 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.
  • 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.

FAQs

What is the primary responsibility of the Account Executive in this role?

The primary responsibility of the Account Executive is to serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions while establishing trusted relationships with customers to help them achieve their full potential.

How much experience is required for this position?

A minimum of 5+ years of experience in sales of complex business software or IT solutions is required for this position.

What skills are essential for success in this role?

Essential skills include strong negotiation skills, exceptional communication abilities, strategic thinking, and the ability to work across multiple teams within a matrix organization.

What kind of team environment can I expect at SAP?

You can expect a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your contributions, and a commitment to inclusion and flexibility.

Is experience in leading team-selling environments necessary?

Yes, proven success in business application software sales and experience in leading team-selling environments is necessary for this role.

How will I manage the sales pipeline?

You will maintain pipeline management by ensuring a healthy and advancing sales funnel through demand generation and leveraging internal resources.

Does this role require leading a virtual account team?

Yes, the role involves leading and orchestrating remote and cross-functional teams to align with the customer's strategic objectives.

What geographical area does this position cover?

This position covers Florida accounts in the southern region.

Are there opportunities for career development in this role?

Yes, SAP offers a strong focus on learning and development, providing opportunities for professional growth and career advancement.

What types of solutions will I be selling?

You will be selling SAP cloud solutions, including industry-specific and line-of-business (LoB) solutions, tailored to address unique customer needs.

What is SAP’s stance on diversity and inclusion?

SAP is committed to inclusion and diversity, believing that unique qualities and capabilities of each individual strengthen the company and contribute to a better and more equitable world.

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SAP

Our purpose is to help the world run better and improve people’s lives.

Technology
Industry
10,001+
Employees
1972
Founded Year

Mission & Purpose

At SAP, our purpose is to help the world run better and improve people’s lives. Our promise is to innovate to help our customers run at their best. SAP is committed to helping every customer become a best-run business. We engineer solutions to fuel innovation, foster equality, and spread opportunity across borders and cultures. Together, with our customers and partners, we can transform industries, grow economies, lift up societies, and sustain our environment. #TheBestRu