Senior Account Executive

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About the role: 

SAP is looking out for an Senior Sales Account Executive who will be responsible for driving key business decisions and focussing on navigating complex sales engagementswithin a set of the largest Indian accounts in SAP's Conglomerates team. This role is an important growth driver and will be based in Mumbai.

Your success in the role will be driven by:

Business & Financial Acumen                                                                                                                                                                  

• Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
• Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.                                           
• Monetizing the value that SAP offers the customer                                                                                  
• Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
• Linking the value of products and services with the deal price to overcome pricing objections                                                                             

Influencing the Customer                                                                                                                                                                         

• Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point                               
• Creating and delivering an insight that leads to differentiation                                                             
• Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation                                 
• Positioning the advantages and challenges of various digital framework implementation engagement models.                                                       

Managing the Account as a Business                                                                                                          

• Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions                                                                      
• Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
• Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives

Demand Management & Pipeline Health                                                                                                                                

• Using SCP Analytics Tools to manage pipeline                                                                                          
• Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed         
• Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams 

Educations & Skills requirement:

• Bachelor equivalent or Masters (preferred) with proved track record through 10+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology
• Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market with strong negotiation skills
• Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer

Location: Mumbai

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We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

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.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 389062  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.