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At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
ROLE DESCRIPTION
The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products
1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
Annual Revenue - Achieve / exceed quota targets.
Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
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.
Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer's decision process.
2. 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.
Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
Support all SAP promotions and events in the territory.
3. Sales Excellence
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.
4. Leading a (Virtual) Account Team
Demonstrates 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.
Experience & Language Requirements
8+ years of experience in sales of complex business software / IT solutions
Good knowledge of Kazakh corporate market
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.
Business level English: Fluent
Kazakh: Fluent / Business Level
Education
Bachelor equivalent
Quantitative Key Success Factors
Software License Revenue (Individual Software License Revenue, Team Software License Revenue)
Solution License Revenue
Cloud Subscription Revenue
Pipeline Coverage / Pipeline multiple
Pipeline / Opportunity Management
Customer Satisfaction
Quota Achievement
Number of deals
Other:
Percentage of opportunities identified and created
Percentage of opportunities co-selling with Field Sales
Number of opportunities closed with Inside Sales
Percentage of opportunities closed to win
Percentage of opportunities where the Business Partner is engaged
Qualitative Key Success Factors
Self-Development / Learning and Growth (completion of assigned development plan, e.g. GCO Sales University curricula, etc.)
Activities demonstrating account / relationship management
Partner and 3rd Party Engagement
Opportunity engagement of Business Partners
Demonstration of opportunity up sell / cross sell
Activities performed and recorded to demonstrate the relationship management of assigned accounts, contacts or territory.
Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.
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 world.
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: [email protected].
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.
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.
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 437665 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid