Account Executive Expert

**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.

**Account Director (f/m/d) Discrete and Manufacturing Industries**

The Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing Key Customers in the Discrete Industry. The Account Executive brings a Point of View to customer engagement; uses all resources to solve customer problems with appropriate SAP products.

**EXPECTATIONS AND TASKS**
- Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
- Annual Revenue - Achieve/exceed quota targets.
- Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them o drive strategy through the organisation
- 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 to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Understand the 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.
- 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 - Develop and deliver a comprehensive business plan to address customers’ and prospects’ priorities and pain points.
- UtilizeVE, benchmarking and ROI data to support the customer’s decision process.

**Demand Generation, Pipeline and Opportunity Management**
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the current pipeline moving up the pipeline curve.
- Pipeline partnerships - Leverage support organisations, 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 (CRM, SCM, HCM, SRM et al.) and technology solutions (Business Analytics, Mobility, Database and Technology, et al.)
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Support all SAP promotions and events in the territory.

**WORK EXPERIENCE**
- 8+ years of experience in selling complex business software / IT solutions, deep specified industry/domain expertise.
- Work experience in relevant industry or line of business roles.
- Several years of Large Account Management experience / leading account teams.
- Knowledge of SAP’s Service and Support offerings a plus.
- Experience in the lead role of a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
- Outstanding communication and presentation skills in German and English, both written and spoken, are a must.

**EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES**
- Minimum a bachelor’s degree or equivalent.
- Exceptional communication skills, effectively communicating in every environment, including informing and presenting to the CxO level.
- Knowledge of financial and regulatory environment.
- Strategic thinker with a high degree of creativity and innovation.

**Bring out your best**

**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

**EOE AA M/F/Vet/Disability**:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity,