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Benefits: Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
Responsibilities
The Sales Account Executive Expert is responsible for focusing on complex sales engagements which are mainly partner-driven in the Install Base Corporate segment.
The Corporate may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with Partner ecosystem and Line of Business Sales Executive.
The Corporate covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region.
The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.
The Sales Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers.
The Sales Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
Coaches partner sales reps to interact with prospects in large or complex Subscription deals in his area of solution / industry expertise in order to position the value of the respective Subscription or industry solution as supported by ROI, business case development, references, and supporting analyst data.
Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business.
Be an expert on the competition with their assigned industry and/or geography.
Understand competitive threats (e.g., how to beat the competition).
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.




Trusted advisor - Establishes strong management and C level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise)
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.
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.
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.
Leading an Account Team
Mentor Associate /Senior Account Executives.
Demonstrate leadership skills in the orchestration of remote teams.
Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events.
Maximize the value of all sales support organizations.
Qualifications
8+ years of experience in sales of complex business software / IT solutions
Proven track record in business application software sales.
Experience in lead role of a team selling environment.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
Exceptional contractual and negotiation skills.
Business level English: Fluent
Local language: Fluent, Business Level
Education
Bachelor equivalent: yes
EEO Statement
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
SAP is committed to the values of Equal Employment Opportunity and provides 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: ******.
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📌 Sales Account Executive Expert - Install Base Corporate Segment (Buenos Aires)
🏢 SAP
📍 Buenos Aires