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.


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


Core 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


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: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

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