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| PCN - Account Executive |
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The Account Executive (AE) assumes a key role within the PCN team focusing on BAT. It is a
senior role that will require the ability to develop and execute a plan that involves extensive
knowledge of BAT. In this capacity, the AE will identify and qualify opportunities within BAT, and
develop and drive strategy and executive relationships . The AE will assume ownership for
revenue generation, as well as the quality and strength of the executive relationships within
them.
EXPECTATIONS AND TASKS
- Proactive territory relationship coverage and overall account leadership.
- Actively understand the makeup of the Customer and how they use technology in current environment, future plans, purchasing processes, etc.
- Establish trusted advisor relationships with executives across functional/divisional areas that will provide the foundation for future business opportunities and ongoing, accurate account information.
- Enhance relationships through the proper deployment of appropriate SAP resources to meet and exceed customer expectations through successful execution of SAP’s Customer Engagement Lifecycle (CEL).
- Assume leadership role in account transitions to ensure proper and consistent communication with customer and virtual customer support team.
- Assume leadership role in customer team meetings, developing and driving account strategy through SAP’s virtual account team for each assigned account.
- Proactively build and grow successful relationships with SAP strategic partners.
- Lead a virtual account team to create, maintain and execute on an account plan for each account to drive revenue from the account
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) primarily on installed base.
- Update CRM with customer intelligence
- Accept marketing generated leads as opportunities
- Execute sales initiatives to identify and acquire new potential customers
- Manage opportunities within the assigned Field Sales Representatives territory to ensure
account development and opportunity progression through the sales pipeline.
- Execute responsibilities while driving to/meeting Quality Program goals
- Identify new pipeline opportunities to generate new business. Identify, pursue and close sales
opportunities through the successful execution of CRM
- Position SAP to win sales opportunities by developing, communicating and driving effective
selling strategies that are based on valid, customer-specific value propositions.
- Orchestrate resources within accounts by defining and deploying the appropriate teams to
execute winning sales strategies and exceed customer expectations.
- Provide thought leadership in discussing and communicating account strategy with the team.
- Maintain an accurate, timely and documented pipeline of opportunities (prospects and
suspects) within CRM and provide appropriate communication of such to SAP management.
- Continuously gather knowledge of competitors and how to effectively position SAP solutions
against them.
- Provide relationship management support and activity management via telephone, e-mail and web to ensure customer satisfaction and goal achievement.
- As necessary, leverage field resources or channel partners to manage sophisticated or complex transactions.
- Manage the details of all of your assigned accounts.
- Within each account in the territory, pursue and develop additional revenue opportunities for additional SAP products and services
Manage the utilization of SAP resources throughout the assigned account base.
- Maintain an up-to-date recorded inventory of all accounts, including opportunities, contacts and history within CRM.
- Strive to always grow each new sale into a strong reference for SAP. - Within each assigned account, seek to expand and strengthen SAP’s presence by establishing proactive relationships with influential people, both within the customer and other third parties.
- Support (through direct and active participation) all SAP promotions and events in the
territory, including (but not limited to) Industry Solution Days, executive events and industry
initiatives.
- Develop an extensive knowledge base of all assigned accounts, including their business
profile, key players, application and technology footprint, buying process, compelling events,
political environment and strategies.
- Provide accurate and timely updates to all customer, pipeline and forecast reports on an ongoing basis.
- Comply with all SAP personnel, sales, proposal and contract policies.
- Comply in a timely manner with all travel and expense policies.
- Maintain appropriate levels of involvement in customer issues requiring resolution, |
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Bachelors
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5 years + |
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English : Speak / Write Fluently
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open-ended |
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unspecified |
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EU National |
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London |
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Proven track record in business application software sales required, ideally in to Manufacturing.
Experience in lead sales role of team selling environment also required.
Previous success in handling large transactions over lengthy sales campaigns in a fast-paced, consultative and competitive market strongly advised.
Experience of selling into BAT is key.
Business level English: yes
Bachelor equivalent: yes |
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At SAP, innovation and entrepreneurship define our identity as the world's leading software provider. That's why we hire smart, ambitious people who are looking for a place to grow their careers. They are hardworking and industrious with a practical vision of success -- outstanding people looking for outstanding careers. |
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SAP
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