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Services Sr. Account Executive (Utilities)

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SAP

2mo ago

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

AI generated summary

  • You need 8-12 years in sales, experience in U.S. utilities, strong negotiation and communication skills, the ability to solve customer challenges, and a proven track record in managing opportunities.
  • You will generate demand, execute sales strategies, build relationships with decision-makers, deliver proposals, and stay informed on industry trends and SAP solutions to drive customer success.

Requirements

  • Minimum of 8 -12 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management. SAP product and prior enterprise business application software or implementation experience is preferred.
  • Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
  • Proven experience with identifying opportunities and managing them through sales process from inception to close
  • Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
  • Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
  • Prior sales experience with the U.S. Utilities / Energy & Natural Resources industries and general knowledge of the technology decision process
  • Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
  • Experience leading and influencing a team without direct reporting authority
  • Ability to adapt and function effectively in fast-paced, changing environment
  • Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
  • Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
  • Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
  • Independence: functions successfully without much supervision and stays focused.
  • Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
  • Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior
  • Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills

Responsibilities

  • Demand Generation: Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges; Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities; Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities; Continuously review and update territory and opportunity plans based on a dynamic customer environment.
  • Sales Execution: Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle. Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models; Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations that ensure customer success; Lead formulation and delivery of formal services proposals, RFP responses, Statements of Work (SOW); Update, maintain, and accurately report out regular updates to sales forecast.
  • Brand Ambassador: Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior; Embrace SAP’s purpose-driven culture to help the world run better and improve people’s lives; Maintain situational awareness of SAP marketing and brand identity campaigns; Be prepared to interact with and present to 'C' level executives at SAP Customers.
  • Technology Industry Leader: Continue to research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business; Be aware of, understand, and participate in professional association activities relevant to customer’s industry; Maintain knowledge and understanding of tech industry trends and the practical applications of emerging technologies (e.g.., IoT, Machine Learning, Blockchain, AI) Leverage social media and other tools to expand awareness of SAP innovations; Proactively position SAP’s thought leadership role in business process transformation and technology advancement.

FAQs

What is the primary focus of the Services Sr. Account Executive role?

The primary focus is to embrace a Customer-First mentality, working with cross-functional SAP account team members to drive demand across the SAP Services portfolio and optimize customers' consumption of SAP Services and technology.

What qualifications are required for this position?

Candidates should have a minimum of 8-12 years of experience in sales or business development, preferably with SAP products and prior experience in enterprise business application software or implementation.

Is previous experience in the utilities or energy industries required?

Yes, prior sales experience with the U.S. Utilities / Energy & Natural Resources industries is preferred and needs general knowledge of the technology decision process in these sectors.

What are the key responsibilities of this role?

Responsibilities include demand generation, sales execution, brand ambassadorship, and being a technology industry leader by staying informed about industry trends and customer challenges.

Will I need to present to C-level executives?

Yes, the role requires interacting with and presenting to C-level executives at SAP customers as part of building strong internal and external relationships.

What personal characteristics are important for this role?

Important characteristics include good judgment, strong communication skills, business acumen, independence, a high standard of performance, empathy, and effective problem-solving abilities.

What is the expected travel for this position?

The expected travel for this role is 0 - 10%.

Does SAP provide accommodation for applicants with disabilities?

Yes, SAP is committed to accessibility accommodations for applicants with physical and/or mental disabilities and encourages those in need to reach out for assistance.

What is the compensation range for this position?

The targeted combined compensation range for this position is $233,700 - $397,300 USD, which may vary depending on education, skills, experience, and other factors.

What kind of environment can I expect working at SAP?

You can expect a highly collaborative, caring team environment with a strong focus on learning and development, recognition for individual contributions, and a culture that values differences and flexibility.

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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

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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