Senior Account Executive - Midwest Manufacturing

• Revenue - Meet or exceed your quarterly targets and projected annual Cloud revenue goals.
• Cloud Consumption - Generally supports customer care for the consumption of software.
• Pipeline - Generate a 4x pipeline of your quota, forecasting accurate and feasible pipeline opportunities.
• Deal and Pipeline Health - Manage accuracy in forecasting and the information maintained in supporting systems.
• Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposal generation; Demonstrate the ability to develop and lead a holistic sales cycle; Demonstrate your ability to create and deliver client proposals individually; Demonstrate the ability to personally close business.

• Territory Planning - Develop a plan for your territory including large opportunities and a glide path to deliver them.
• Account Planning - Effectively execute Account Planning and appropriate follow-up actions.
• Virtual Account Team (VAT) Management - Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your team's efforts.
• Events - Fully leverage SAP events such as SAPPHIRE and individual customer-centric events.

• Activity - Put day-to-day efforts into personally connecting with your customers.
• Value-Sell - Leverage a value-centric and strategic perspective with your customers.
• Expansion and Customer Intimacy - Expand and deepen SAP relationships with your respective customers - with a special focus on development outside of traditional IT channels and partner networks.
• Executive Alignment - Develop and leverage SAP executive sponsorship.

• Leadership - Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often. Be the field general. Lead your customer versus being led - think and act proactively. Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
• Partner - Utilize partners across all spectrums (internal and external) to support your objectives.
• Communication - Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
• Responsiveness - Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.
• Operational Excellence - Run your territory like a business in all regards. Utilize best practices.
• Attitude and Effort - Creatively approach issues and opportunities. Put the effort in that is required and exhibit a can-do attitude.

• 10+ years of experience in sales of complex business software / IT solutions - Experience selling ERP to large enterprise customers preferred.
• A proven track record in business application software sales including selling enterprise cloud applications.
• Experience in a lead role in a team-selling environment.
• A demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Strong preference for experience with Industry and/or Strategic Accounts

• Bachelor equivalent

SAP