Senior Account Executive

**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. How? 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.

Are you ready to take on a role that offers the opportunity to work with some of New Zealand's most high-profile companies? As a Senior Account Executive, you will play a pivotal role in helping these companies achieve their digital transformation ambitions through SAP and our extensive ecosystem of partners. This position not only allows you to bring a unique point of view to customer engagements but also enables you to leverage all available resources to solve customer problems with a broad range of offerings from SAP.

**Account and Customer Relationship Management, Sales and Cloud Subscription Revenue.**
- Annual Revenue - Achieve/exceed quota targets.
- Sales strategies
- Align SAP Cloud /SaaS solutions with the customer’s strategic objectives - Develops and executes best practice dynamic account plans around the customers strategic objectives to ensure revenue target delivery and sustainable growth. Leverage Value Engineering, benchmarking and ROI data to support the customer’s decision process.**Incorporate AI-driven solutions to help customers stay ahead of key technology trends and enhance their digital transformation journey
- Trusted advisor - Establishes strong management and executive relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities.
- Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and financial landscape. Review public information (e.g. new executive appointments, Annual Reports, press releases) for the organisation to remain updated on key industry trends and issues impacting the prospect.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
- Business Planning - Consider future industry environment and impact. Develop or contribute to business plans and strategies to address these in conjunction with other SAP capabilities.

**Demand Generation, Pipeline and Opportunity Management**
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
- Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions and technology solutions (Business Analytics, Mobility, Database and Technology, et. al). Demonstrate early adoption of all new solutions and strategies.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early a win/win strategy for SAP and its customers.
- Support all 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 execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP
- Leverage the internal network of global and local resources to bring the best of SAP’s experience and skills to the customer.
- Utilize best practice sales models.
- Cloud native with excellent skills in presenting and discussing customer's cloud aspirations. Building skills in working through SAP cloud offerings and providing comfort to our customers and prospects.
- Understand SAP’s competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information following best practice KPI’s

**Leading a (Virtual) Account Team**
- Demonstrate leadership skills in the orchestration of local and remote teams.
- Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
- Maximize the value of all sales support organizations

**Experience**
- 10+ years of experience in sales of complex business software / IT solutions
- Experience in lead role of a team selli