Senior Account Executive - Public Sector

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.        What you'll do The Program Lead’s primary responsibilities will include prospecting, qualifying, selling, and closing new business from existing and net new Power Utilities customers / State government customers. The Expert  Program Lead will be responsible to bring a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP Solutions.  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 Cxx 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. 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 comprehensive business plan to address customer and prospects priorities and pain points.   Utilize VE, benchmarking and ROI data to support the customer's decision process.

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.  Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.   Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al).  Demonstrate early adoption of all new solutions and strategies. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.  Negotiate early and against a win/win strategy for SAP and its customers. Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.

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.  Create OneSAP. Utilize best practice sales models. Understand SAP's competition and effectively position solutions against them. Maintain CRM system with accurate customer and pipeline information.

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