Midmarket Sr. Account Executive

Sap N' Sap - Newport Beach, CA

Full-time - Mid Level

Newport Beach, CA

10,001+ employees

About the position

The Midmarket Sr. Account Executive (Sr. AE) role at SAP is designed to empower customers by strategically positioning SAP cloud solutions to meet their unique business challenges. This position involves managing customer relationships, executing strategic account plans, and driving demand generation while ensuring sales excellence. The Sr. AE will lead a virtual account team to align with customer objectives and maximize the value derived from SAP's extensive sales support ecosystem.

Responsibilities

• Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions.
• Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
• Gain a comprehensive understanding of each customer's technology landscape, strategic goals, and competitive environment.
• Maintain pipeline management, ensuring a healthy and advancing sales funnel.
• Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
• Utilize SAP's comprehensive solution portfolio to effectively address customer needs.
• Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
• Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the 'OneSAP' approach.
• Stay informed about SAP's competition and position SAP solutions effectively against them.
• Maintain accurate customer and pipeline information within CRM systems.
• Lead and orchestrate remote and cross-functional teams to align with the customer's strategic objectives.
• Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.

Requirements

• 5+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English with proficiency in additional languages considered a plus.
• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.

Nice-to-haves

• Experience with Software as a Service (SaaS) solutions.
• Familiarity with Artificial Intelligence (AI) applications in sales.
• Experience in complex sales environments.
• Knowledge of competitive positioning strategies.

Benefits

• Flexible working models
• Health and well-being programs
• Learning and development opportunities
• Recognition for individual contributions
• Diversity and inclusion initiatives