SAP Senior Solution Sales Executive ((Middleware, Database & Data Management) Job in Feltham, United Kingdom
Requisition ID: 115306
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
KEY AREAS OF RESPONSIBILITIES AND TASKS
The primary purpose of the Solution Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Solution Sales Executive must create a complete territory business plan that generates at least 4x their quota in pipeline opportunity. The Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive stratégy and negotiate and close deals. It is expected that the Solution Sales Executive be adept at creating and nurturing executive relationships on their own whilst also positioning the SAP executive team. In that capacity:
Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
Works with the Global and Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
Works to attain various sales objectives related to securing new business opportunities within named customers
Develops sales best practices securing repeatable and expansive opportunities across named accounts
As a quota based, Technology Account Executive, you will develop a strategy and execute a sales plan resulting in license sales revenue wins within assigned Accounts to meet quota.
At a product level, you must develop and maintain an awareness of SAP’s current and future technology products (middleware, database analytics) acting as a knowledgeable resource for customers.
You must be able to articulate SAP’s value proposition within the competitive landscape of relational, columnar and in-memory database technologies. You will also need to understand how associated streaming, data integration, governance and data quality solutions add value to an Enterprise.
The technology Account Executive will work closely with other resources (including other Account Executives within the Industry team, presales, Centre of Excellence and Value Engineering) to achieve your objectives.
Match SAP products and solutions to customer business pains and challenges
Manage a number of complex sales opportunities simultaneously
Win complex sales deals in a competitive environment to achieve sales targets
Maintain broad and deep knowledge on SAP product portfolio, as well as industry trends
Working in a virtual account team environment
Leveraging our strong partner and internal consulting channels
Harnessing company-wide marketing and demand generation activities
Maintaining internal CRM systems as the Opportunity Owner
Negotiating commercials when acting as the sole opportunity lead
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
High work rate
Can work in both a prime or co-prime environment – aka either as the Account Executive or Product Specialist depending on opportunity
Curious and creative – exhibits strong sales discovery skills
Proven negotiation skills
Excellent communicator, both written and spoken
Excellent internal and external profile
Dynamic presenter with the ability to convey information to all levels of individuals
Highly trusted individual who maintains and expects high standards for self
High level of business acumen
Able to work across multi-functions/multi-individuals to achieve desired results
Education and Experience:
Degree-level education or higher
Has consistently over-acheived sales targets
Experience selling Technology solutions to large Enterprises
Demonstrable experience in a large, multi-national software/technology organization
Management of large, complex sales cycles with an average deal size of £250-500k and above
Strong communication and presentation skills with the ability to interact at the CXO level
Experience in both hunting for new business and managing existing accounts
A collaborative style and disposition and is capable of working in a networked organization with a strong culture of virtual working teams
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: firstname.lastname@example.org ). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection