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Senior Account Executive (Sales) - Unicorns / Digital Natives Business

Zoek Pin Bengaluru, Karnataka

Permanent (Full time)

Posted 13 days ago

Requisition ID: 268418Work Area: SalesExpected Travel: 0 - 50%Career Status: ProfessionalEmployment Type: Regular Full Time 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. Open across SAP India field offices in Gurgaon/Delhi, Bengaluru & Mumbai About the role: SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focussing on navigating complex sales engagements for the newly formed Unicorns & Digital Natives Business across the India territory. This role is an important driver for our cloud & on-prem business and offers huge opportunities to grow for you within the SAP ecosystem. Your success in the role will be driven by: Business & Financial Acumen Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers. Monetizing the value that SAP offers the customer Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives Linking the value of products and services with the deal price to overcome pricing objections Influencing the Customer Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point Creating and delivering an insight that leads to differentiation Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation Positioning the advantages and challenges of various digital framework implementation engagement models. Managing the Account as a Business Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives Demand Management & Pipeline Health Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed Creating a solid demand generation plan, leveraging multiple sources (.: sales plays, marketing events, demand generation assets) and sales support teams Educations & Skills requirement: Bachelor equivalent or Masters (preferred) with proved track record through 7+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market (preferably across the Digital Natives businesses) Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer WHAT YOU GET FROM US Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now. 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 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: @ or @, APJ: @, EMEA: ######). Successful candidates might be required to undergo a background verification with an external vendor. Additional Locations: Job Segment: Sales Management, ERP, Field Sales, SAP, Sales, Technology

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