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Senior Account Executive -Public Services & Utilities (South & East)

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The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. Bring a Point of View to the Customer engagement; solve customer problems with appropriate SAP products. Achieve quota targets, develop effective account plans, establish relationships, understand customer requirements, lead territory, support SAP promotions and events. Sell value, execute initiatives, deploy teams, understand competition, maintain CRM system. Experience in proposing a long term digital transformation roadmap.

What you’ll do

 

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net 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.

 

1. Account and Customer Relationship Management, Cloud Subscription Revenue.

1.1. Annual Revenue - Achieve / exceed quota targets.

1.2. Sales strategies - Develops 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.

1.3. Trusted advisor - Establishes strong 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 and accurate account information and coaching.

1.4. Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.   Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.

1.6. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.   Utilize VE, benchmarking and ROI data to support the customer's decision process.

1.7. Understanding & experience of State Govt/ PSU procurement processes & prior experience in closing large digital transformation initiatives including cloud solutions in the similar industry.

 

2. Demand Generation, Pipeline and Opportunity Management

2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory. 

2.3. Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including  enterprise applications like Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)

2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

2.5. Support all SAP promotions and events in the territory

 

3. Sales Excellence

3.1. Sell value. 

3.2. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

3.3. Orchestrate resources: deploy appropriate teams to execute winning sales.  Create OneSAP.

3.4. Utilize best practice sales models.

3.5. Understand SAP's competition and effectively position solutions against them.

3.6. Maintain CRM system with accurate customer and pipeline information.

3.7. Experience in proposing a long term digital transformation roadmap for the customer.

3.8. Ability to collaborate with internal & external stake holders

 

What you’ll Bring

Experience & Language Requirements

15+  years of experience in sales of complex business software / IT solutions

Proven track record in business application software sales.

Experience in lead role of a team-selling environment.

Prior experience in engaging in the complete sales cycle with Govt customers along with involvement of system integrators, State Nodal agencies & consultants.

Understanding the business of various Govt bodies, Utilities & public sector as an industry is a must.

Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

Business level English: Fluent

Local language: Fluent, Business Level

 

Education

Bachelor equivalent: yes

 

Meet our Team :

 

You will be part of the Public sector & Utilities team as an individual contributor reporting to the Regional Manager. You will be managing account in North & will be based in Delhi

Will have to travel in the territory beyond the base location depending on the requirement.

Set alert for similar jobsSenior Account Executive -Public Services & Utilities (South & East) role in Gurgaon, India
SAP Logo

Company

SAP

Job Posted

10 months ago

Job Type

Full-time

WorkMode

Hybrid

Experience Level

13-17 Years

Category

Sales and Marketing

Locations

Gurgaon, Haryana, India

Qualification

Bachelor

Applicants

Be an early applicant

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