Services Account Executive - CA State Government, Sacramento Job

Job Description

Requisition ID: 236551
Work Area: Sales
Expected Travel: 0 - 20%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Hiring Manager: Dave Venonsky

Recruiter Name: Sue Phillips

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The Opportunity

SAP Services Account Executives (SAE) enable customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy. As the key customer-facing asset in our Services Sales organization, the SAE is responsible for positioning SAP Services as the differentiated partner that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies.

The primary focus of the Services Account Executive is to embrace a Customer-First mentality. With core focus on the customer, the SAE works with a cross-section of talented and energetic SAP account team members to drive demand across the SAP Services portfolio. Customer engagement models range from fundamental engineering services in a Value-Assurance capacity to a fully integrated service delivery model involving innovation, core consulting, and premium support services. The successful SAE is able to articulate the full E2E transformation journey to our customers while striving to optimize consumption of SAP Services and technology.

Responsibilities

Demand Generation : Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges; Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities; Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities; Continuously review and update territory and opportunity plans based on a dynamic customer environment.

Sales Execution: Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle. Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models; Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations that ensure customer success; Lead formulation and delivery of formal services proposals, RFP responses, Statements of Work (SOW); Update, maintain, and accurately report out regular updates to sales forecast.

Brand Ambassador : Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior; Embrace SAP’s purpose-driven culture to help the world run better and improve people’s lives; Maintain situational awareness of SAP marketing and brand identity campaigns; Be prepared to interact with and present to 'C' level executives at SAP Customers.

Technology Industry Leader: Continue to research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business; Be aware of, understand, and participate in professional association activities relevant to customer’s industry; Maintain knowledge and understanding of tech industry trends and the practical applications of emerging technologies (e.g.., IoT, Machine Learning, Blockchain, AI) Leverage social media and other tools to expand awareness of SAP innovations; Proactively position SAP’s thought leadership role in business process transformation and technology advancement.

Qualifications & Skills

Minimum of 5-12 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management. SAP product and prior enterprise business application software or implementation experience is preferred.

Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness

Proven experience with identifying opportunities and managing them through sales process from inception to close

Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship

Possess understanding of key negotiation terms and conditions and general understanding of contractual structures

Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions

Experience leading and influencing a team without direct reporting authority

Ability to adapt and function effectively in fast-paced, changing environment

Personal Characteristics Required

Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.

Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.

Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.

Independence: functions successfully without much supervision and stays focused.

Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.

Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior

Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: [email protected] or [email protected] , APJ: [email protected] , EMEA: [email protected] ). Requests for reasonable accommodation will be considered on a case-by-case basis.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.
Additional Locations : Virtual - USA