Sales Account Manager

• The sales account manager 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 Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

EXPECTATIONS AND TASKS:

• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. Annual Revenue - Achieve / exceed quota targets.
• Sales strategies- Align SAP Cloud /SaaS solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.
• Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations. Trusted advisor -
• Establishes strong management and 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.
• 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 comprehensive business plan to address customer and prospects priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
• Keep pipeline current and moving up the pipeline curve.
• Sales Excellence Build and share best practice sales and negotiation skills.
• Sell value. Maintain White Space analysis and execution of initiatives (up sell and cross-sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Leading a (Virtual) Account Team Mentor Associate /Senior Account Executives.