SAPSenior Account Executive - GZ Corp
任职要求
· 10+ years of experience in sales of complex business software/IT solutions. · Proven success in business application software sales and leading team-selling environments. · Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market. · Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions. · Fluent in Business English and Mandarin, with proficiency in additional languages considered a plus. Soft skills: · Exceptional communication, both verbal and non-verbal. · Strategic thinking with a high degree of creativity and innovation. · Strong executive presence and results-driven mindset. · Ability to work across multiple teams within a matrix organization.
工作职责
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.
• 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.