ROLE DESCRIPTION:

The Account Executive Expert leads and orchestrates in a team selling environment and, where necessary, works with senior management on assigned or local accounts in a geographic territory. The AE helps identify and qualify opportunities; execute account strategy; and generate product, service, and training revenue. The AE facilitates and maintains successful relationships with SAP® customers – relationships that are measured by their ability to be referenced and customer satisfaction levels.

EXPECTATIONS AND TASKS:

• Relationship management
• Build strong customer relationships by consistently setting realistic expectations early in each sales campaign and meeting or exceeding those expectations through successful execution of the customer engagement model (CEM) at SAP®.
• Facilitate customer satisfaction through proper deployment of appropriate SAP resources to execute the CEM successfully.
• Participate in account transitions to ensure proper and consistent communication with customers and virtual account team members.
• Attend and participate in customer team meetings and communicate regularly with consulting staff to ensure customer satisfaction.
• Maintain successful business relationships with SAP’s strategic partners.

Opportunity management

• Identify, pursue, and close sales opportunities through successful execution of the CEM.
• Position SAP to win sales opportunities by executing and communicating effective sales strategies.
• Discuss and communicate account strategy routinely with other members of the virtual account team.
• Maintain an accurate and documented customer relationship management (CRM) pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management.
• Gather knowledge on competitors and how to position SAP solutions effectively against them.
• Leverage and communicate solution maps to broaden the SAP footprint.

Territory management

• Manage the details of all assigned accounts.
• Maintain an up-to-date recorded inventory of all your named accounts, including opportunities, contacts, and history.
• Strive to grow each new sale into a strong account reference for SAP.
• Seek to expand and strengthen SAP’s presence within each account in the territory by establishing proactive relationships with influential people – within the customer and among third parties.
• Support (through direct and active participation) all SAP promotions and events in the territory, including (but not limited to) SAPPHIRE®, industry solution days, executive events, and industry initiatives.
• Develop an extensive knowledge base of all assigned accounts, including their business profile, key players, application and technology footprint, buying process, compelling events, political environment, and strategies.

Administrative management

• Provide accurate and timely updates to the CRM forecast pipeline system on an ongoing basis.
• Comply with all SAP personnel, sales, proposal, and contract policies.
• Comply in a timely manner with all time sheet, travel, and expense policies.
• Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices for license fees, maintenance, consulting, and training.

Personal development

• Develop an individual business plan that includes business and personal goals and objectives; discuss, confirm, and review the plan on an ongoing basis with your manager.
• Continue to build and grow your personal knowledge of industry trends, company product offerings, and general business awareness.
• Review, establish, and implement a personal training plan to facilitate your ongoing growth and professional development at SAP.
• Proactively seek to contribute to SAP’s growth objectives by providing mentoring to new AEs.

WORK EXPERENCE:

• Minimum 5 years of specific experience in Account Management
• Financial Services Industries experience

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree in engineering or technology from an accredited institution