Now Hiring - Senior Account Executive in Palo Alto, CA

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

Senior Account Executive

THE TEAM

The West Market Unit at SAP is a professionally vibrant, fun team whose foundation is built on Authenticity, Empathy, Resiliency, Trust, and Transparency. There is no shortage of support in the West because the Leadership team, along with the entire Market Unit, are invested in your success. The West is the heartbeat of innovation, leading the global economy. Be a part of something great!

ABOUT YOU

You have an entrepreneurial drive and empathetic ear. You add value to each interaction with the customer and those colleagues at SAP. You will be part of an amazing team of contributors who consistently exceed expectations as do you, while you strive to be a top revenue producer. You are the team leader, someone who mentors and owns the account team’s success. You have the ability to network internally and externally. You also value work/life balance as do the people around you.

THE ROLE

The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive will build lasting relationships with the customer, a collaboration of innovation, while leading the customer on a value journey through a continuous cycle of engagement.

Hear what a current SAP West Senior AE has to say: “I would stay forever because of the camaraderie and the level of success possible”.

EXPECTATIONS AND TASKS:

LEAD & INSPIRE

• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references
• Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value
• Orchestrate- Demonstrates leadership skills in the orchestration of remote teams
• Annual Revenue - Achieve / exceed quota targets

CULTIVATE & GROW

• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events
• Develop relationships with C-Suite to drive strategy through organization
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching
• Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points
• Demand Generation, Pipeline and Opportunity Management
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve
• Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory
• Orchestrate resources: deploy appropriate teams to execute winning sales
• Maintain CRM system with accurate customer and pipeline information

ANALYZE & INNOVATE

• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
• Leverage SAP Solutions to innovate throughout the customer journey
• Maintain White Space analysis and execution of initiatives on customer base
• Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process
• 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
• Understand SAP’s competition and effectively position solutions against them

YOUR PROFILE

• Lead role and demonstrated success with large transactions and from sales campaigns in a competitive market
• Proficiency in Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
• Builds C-Suite relationships, networks with Buying Centers
• Bachelor's degree or equivalent related experience
• Return to work candidates welcome
• Minimum 7 years of qualified experience

We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: [please apply online].
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.

EOE AA M/F/Vet/Disability

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 173,600 - 363,700 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

Requisition ID: 377340 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid