This SAP corporate team marks an exciting evolution, bringing together the Midmarket organization, Grow for scaleups and the Digital Hub into a single, unified structure. This alignment paves the way for deeper collaboration, leveraging their shared strengths and unlocking new opportunities for success.
A career with them offers an outstanding opportunity to be part of a dynamic business that thrives on working with partners to lead their customers to success with best-in-class digital sales techniques and innovations.
About the role
The Corporate Account Executive (CAE) supports existing customers in their digital transformation towards cloud, is responsible for focusing on complex sales engagements and may be specialized on selected industries.
- The CAE covers opportunities in partner, and/or SAP, accounts within an assigned Corporate Field territory (Luxemburg) and works in close collaboration with Partner Business Managers, Solution Specialists and other members of the Virtual Account Team.
- His/Her objectives are to maximize revenue via active engagements on selected opportunities, ensure NLAC methodology and to help the partner-sales teams on building a productive pipeline.
- The primary responsibility of the CAE is to build and manage a pipeline of cloud opportunities at Installed Base customers and deliver incremental revenue through upselling and cross-selling efforts.
- With a portfolio of Small & Medium Enterprise, focused offerings, the CAE has end-to-end responsibility for generating revenue for a set of assigned accounts in the Corporate segment. This includes territory planning, pipeline development and deal progress through to closure.
- As a CAE, you are expected to leverage best-in-class digital sales technologies, social tools and offerings to succeed in winning business and creating lasting relationships with customers.
Expectations & Tasks
- Articulate SAP’s strategy towards customers and partners
- Drive incremental revenue in assigned territory. Responsible for territory strategy, coverage, planning, forecasting and quota achievement.
- Manage an existing portfolio of accounts ( cross and upselling – scaling – new offerings towards existing customers)
- Demand generation planning to ensure coverage and collaboration with stakeholders across the organization, including Innovation & Optimization team, Marketing, Partner Business Managers and others as required
- Responsible for creation, monitoring and review of business development activities around selected accounts. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.
- Align with SAP Partners, engaging in territory planning, opportunity development and offering pricing & solution support. Act as partners’ single point of contact during sales cycle by pulling in other SAP resources, including pre-sales teams, as needed.
- Creates and nurtures professional network with customers, partners and other influencers.
- Coaches partner sales reps to interact with end-customers in large or complex deals to position the value of the respective solution as supported by ROI, business case development, references and supporting analyst data. Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate to achieve real volume business. Being an expert on the competition within assigned industry and/or geography. Understands competitive threats (e.g., how to beat the competition).
- Drives deal closure by personal involvement in larger and complex opportunities of partners assigned. Balances direct & indirect activities to maximize the revenue in the territory assigned.
- Reporting on sales progress throughout the year, identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
- Engage and network on the local market in Luxembourg ( events – teaming with local system integrators)
About you
- +5 years experience in sales
- Experience in multi-channel go-to-market models and indirect channel dynamics
- Understanding the principles of solution & cloud selling with and through Partners
- Knowledge of ERP market and software industry
- Self-motivated professional with a proven track record in selling large and complex deals
- Local market knowledge and understanding
- Language: F
- Languages business level: E
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- We will share more info about the company and context you will work in.
