We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products and the SAP support organisation, Account and Customer Relationship Management, Sales and Software License, Cloud Subscription and Renewal Revenue
Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through the organisation.
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching. Annual Revenue - Achieve/exceed quota targets.
Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects priorities and pain points. Utilize SAP’s Value Engineering team, benchmarking and ROI data to support the customer’s decision process.
Business Hygiene – Appropriately and accurately represent business forecast with regular and complete updates. Attend forecast meetings, be able to give an account of all deals in territory and follow-up requests for information from management. Demand Generation, Pipeline and Opportunity Management
1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.
2. Pipeline partnerships – Leverage support organisations, including Marketing, Partners and channels to funnel pipeline into the assigned territory.
3. Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits, including Industry Solutions, Line of Business solutions (Business Transformation Management, Customer Experience, Digital Supply Chain, Human Experience, Digital Adoption, Supplier Relationship Management…) and technology solutions.
4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
5. Support all SAP promotions and events in the territory.
Sales Excellence
1. Sell value.
2. Create meaningful and high-quality customer-facing artefacts.
3. Qualify efforts and opportunities well.
4. Maintain White Space analysis and execution of initiatives (up sell and cross-sell) on customer
5. Build and maintain relationships at the executive level across all CxO stakeholders base.
5. Orchestrate resources: deploy appropriate teams to execute winning sales.
6. Utilise best practice sales models.
7. Understand SAP’s competition and effectively position solutions against them.
8. Maintain CRM system with accurate customer and pipeline information, leading a (Virtual) Account Team
1. Demonstrates leadership skills in the orchestration of remote teams.
2. Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touch points and events. Maximise the value of all sales support organisations.
Competencies & Skills:
SAP Core Competencies
• Customer Focus
• Business Acumen
• Innovative Thinking
Job Specific Competencies:
• Consultative Selling
• Executives Communication
• Negotiation Skills
• Sales Industry Knowledge (Public Sector)
• Customer Engagement Lifecycle (CEL)
• Sales Process Acumen
• Marketing & Sales
• Financial Acumen
• Business Planning
• Change Management Methods
• Managing Virtual Team
Experience & Educational Requirements:
• 5+ years of experience in senior business roles
• Experience with engagement for senior stakeholders across the Victorian Public Sector, including the State Government
Extended network across VicGov
Understanding of VicGov Procurement policy
• Experience in the lead role of a team environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level
Key Success Factors:
Quantitative:
• Net Bookings - Cloud Subscription and Renewal Revenue
• Pipeline Coverage & Opportunity Management
• Customer Satisfaction
• Quota Achievement
Qualitative:
• Self-Development / Learning and Growth (completion of assigned development plan, e.g. GCO Sales University curricula, etc.)
• Activities demonstrating account/relationship management
• Partner and 3rd Party Engagement
• Opportunity engagement of Business Partners
• Demonstration of opportunity up-sell / cross-sell
• Activities performed and recorded to demonstrate the relationship management of assigned accounts, contacts or territory.
Additional Requirements:
SAP Tool and Process
• Managing CRM
• Q2C/GAF Process
• Pricing / Quote Tool
• Account Planning Management (APM) as a planning tool
• Contract policies
Others:
• Comply with all SAP personnel, sales, proposals and contract policies.
• Comply with SAP Code of Conduct, local laws and regulations, as well as company’s processes and procedures.
• Comply in a timely manner with all travel and expense policies.
Customer/Partner Interactions
External:
• Customers
• Prospects
• Strategic Partners
• Volume Partners
Internal:
• SAP Executive Management
• AE peers
• Inside Sales
• Professional Services
• Solution Engineers
• Solution Advisors
• Value Engineering Team
• Contracts & Finance
• Marketing
• Training
• Product Development
• Proposal Management Team
Mobility
• Ability and willingness to travel: yes
• Business travel requirements: Country & Regional
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
SAP is committed to the values of Equal Employment Opportunity and provides accessibility 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 448533 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
