SAPSenior Account Executive - Corp SZ*2

The Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects: ·      Account & Customer Relationship Management: o   Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer. o   Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets. o   Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment. ·      Demand Generation, Pipeline, and Opportunity Management: o   Maintain pipeline management, ensuring a healthy and advancing sales funnel. o   Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities. o   Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs. ·      Sales Excellence: o   Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts. o   Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach. o   Stay informed about SAP’s competition and position SAP solutions effectively against them. o   Maintain accurate customer and pipeline information within CRM systems. ·      Leading a (Virtual) Account Team: o   Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives. o   Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions. o   Maximize the value derived from SAP’s extensive sales support ecosystem.

Growth Strategy & Business Performance: In partnership with the GCR Activation team and the Activation GTM Leader, you will execute Cloud & AI Platforms (CAIP) solution plays to enhance ACR performance in partnership with Solution Play GTM teams. Responsible for new pipeline creation, addressing pipeline gaps by OU/segment, and implementing global strategies relevantly for your Area/Subsidiaries, including FY26 CAIP program performance.   Sales Activation: In partnership with the GCR Activation team and the Activation GTM Leader, lead end-to-end solution play field activation to win customers across the CAIP solution plays including X-CSA plays such as Agentic. Resolve blockers and influence strategic improvements through field feedback loops. Partner closely with the Solution Play GTM teams and Area GTM ICs to deliver field readiness and skilling as well as capture and share insights on customer wins/losses, compete trends, and partner feedback.   Demand Generation: In partnership with the GCR Activation team and the Activation GTM Leader, align and orchestrate the execution of CAIP marketing plan with Integrated Marketing Managers (IMM), Area GTM ICs and Partner roles.​ Push for signal conversion to create pipe and ensure successful customer targeting events. Provide content input and shape agendas to amplify CAIP priorities. ​   Product Leadership: Act as a strong Azure and CAIP solutions advocate by demonstrating thought leadership externally with customers and partners, and internally with Corp. Champion local needs and insights to shape global product strategy, roadmap, and readiness through structured feedback loops. Understand industry trends, challenges, and regulatory requirements.​   MACC + Unified Stewardship: Steward MACC by advancing acquisition strategy, expanding the scope of workloads in the MACCs, accelerating ACR via Unified, expanding Unified accounts and driving data-driven optimization.​ Partner strongly with GCR Activation Director and the Activation GTM Leader to drive improvement in MACC penetration significantly.   Operational Excellence: Partner closely with Regional and Area Sales Excellence and Sales Operations to drive sales discipline, pipeline creation and acceleration, and MCEM orchestration. Promote consistent use of programs and investments as well as standardized services and tools in the field sales teams. Partner with Area Activation Director to drive a connected ROB that tracks end-to-end business health, aligning sales and marketing insights with Corp through VSU, IAP, and other key cadences.​   You will exemplify Microsoft Values, Culture, Leadership Principles and create clarity by creating a shared understanding.

• Customer Advocate – Develops and oversees the execution of account plan(s) to ensure Microsoft revenue targets and customer outcomes are met. • Engages with internal and external stakeholders on business planning, to promote mutually beneficial customer digital transformation strategies. • Orchestrate full customer team across all areas of Microsoft to ensure we are focused on delivering customer outcomes across the customer lifecycle to build deep trust with Microsoft. • Industry Relevant Trusted Seller – Proactively develops a strong understanding of the customer’s business, industry priorities to drive new business opportunities/ drive growth/net new business. • Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. • Deliver Sales Excellence – Leads and orchestrates extended virtual teams across our solution areas to consistently achieve growth in revenue & market share. • Industry Knowledge – Builds and maintains a strong knowledge of customers’ industry, associated business strategy, and key industry partners and solutions. Gains deeper insights and knowledge through direct engagement in their customers’ business and operations.

• Customer Advocate – Develops and oversees the execution of account plan(s) to ensure Microsoft revenue targets and customer outcomes are met. • Engages with internal and external stakeholders on business planning, to promote mutually beneficial customer digital transformation strategies. • Orchestrate full customer team across all areas of Microsoft to ensure we are focused on delivering customer outcomes across the customer lifecycle to build deep trust with Microsoft. • Industry Relevant Trusted Seller – Proactively develops a strong understanding of the customer’s business, industry priorities to drive new business opportunities/ drive growth/net new business. • Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. • Deliver Sales Excellence – Leads and orchestrates extended virtual teams across our solution areas to consistently achieve growth in revenue & market share. • Industry Knowledge – Builds and maintains a strong knowledge of customers’ industry, associated business strategy, and key industry partners and solutions. Gains deeper insights and knowledge through direct engagement in their customers’ business and operations.