PURPOSE AND OBJECTIVES
The Account Executive (AE) assumes the leadership role within their assigned accounts as well as providing leadership to the sales team. In this capacity, the AE will identify and qualify opportunities within their own assigned accounts, and develop and drive account strategy and executive relationships within each. Similarly, the AE will contribute to the overall success of the other individuals within their sales team by providing coaching and mentoring to each as needed to facilitate the identification, qualification, development and strategizing of opportunities in their accounts. The AE will assume ownership for revenue generation within their assigned accounts, as well as the quality and strength of the executive relationships within them. Further, the AE will facilitate the attainment of similar such revenue and relationship goals in all other sales team accounts through ongoing collaborative efforts with the other Account Executives.
The AE may be deployed in an assigned account team, an assigned geographic territory team, or a combination of both, and will be considered responsible and accountable for the successful execution of Sap’s Customer Engagement Lifecycle (CEL) throughout the sales team.
EXPECTATIONS AND TASKS
Responsible for building and leading a world class team that will sell SAP’s solutions via aggressive and value-based market penetration strategies.
* Recruits a team of high caliber sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability.
* Defines a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long term achievements.
* Develops and applies an in depth understanding of SAP’s processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan.
* Demonstrates outstanding execution track along sales cycle, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
* Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth.
* Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
* Ensures there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.
* Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
* Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful.
* Supports the development of solid references.
* Drives team towards expected market penetration and customers/partners satisfaction levels.
* Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of sales cycle and driving expected results.
* Inspires and influences internal stakeholder
Job Details
Date Posted:
2014-01-31
Job Location:
Al Kuwait, Kuwait
Job Role:
Other
Company Industry:
Sales
Preferred Candidate
Career Level:
Mid Career
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