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We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

The Senior Account Executives primaryresponsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Senior Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

• 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 customers 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. Building and maintaining executive C level trusted advisor type relationships with some of the largest companies in western Canada.

• 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 customers decision process.

• 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

• 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 SAPs competition and effectively position solutions against them.

• Maintain CRM system with accurate customer and pipeline information.

• Leading a (Virtual) Account Team

• Demonstrates leadership skills in the orchestration of remote teams.

• Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

Experience & Language Requirements

• 10 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.

• Business level English: Fluent

• Local language: Fluent, Business Level

Education

• Bachelor equivalent: yes

Les principales responsabilits du Commercial senior comprennent la prospection, la qualification, la vente et la conclusion de nouveaux contrats avec des clients existants et de tout nouveaux clients. Le Commercial senior apporte un point de vue la relation client; il utilise toutes les ressources pour rsoudre les problmes des clients laide des produits SAP appropris.

• Gestion de la relation client et des comptes, ventes et chiffre d'affaires sur licences de logiciels et abonnements Cloud.

• Chiffre d'affaires annuel: atteint/dpasse les objectifs de quota.

• Stratgies de vente: dveloppe des plans de comptes efficaces et spcifiques afin de garantir l'obtention du chiffre d'affaires vis et une croissance durable. Dveloppe des relations avec les clients existants et nouveaux, afin de mener bien une stratgie au sein de l'entreprise.

• Conseiller de confiance: tablit dtroites relations bases sur la connaissance des besoins des clients et l'engagement envers la valeur (valeur du conseil et de l'expertise, valeur des solutions, valeur de l'implmentation). Cre une base permettant de rassembler les futures opportunits ainsi que les informations dtailles sur les comptes et l'accompagnement.

• Sens de la relation client: comprend activement lempreinte technologique de chaque client, ses plans de croissance stratgiques, sa stratgie en matire de technologie et son environnement concurrentiel. Passe en revue les informations publiques (par exemple, les nominations excutives, les prsentations de rsultats, les communiqus de presse) relatives l'entreprise et la concurrence afin de se tenir inform des tendances cls du secteur et des problmes affectant les clients potentiels.

• Direction de territoire et de comptes: dirige un territoire dsign, y compris les comptes, les relations daffaires, la dtermination du profil des clients potentiels et les cycles de vente. Encourage tous les comptes devenir des rfrences SAP. Noue et consolide des relations en tant que conseiller de confiance au sein de la direction avec certaines des plus grandes entreprises dans l'ouest du Canada.

• Planification d'entreprise: dveloppe et fournit un plan d'entreprise complet identifiant les priorits et les points faibles des clients existants et potentiels. Utilise les donnes d'ingnierie de la valeur, d'analyse comparative et de retour sur investissement pour appuyer le processus de prise de dcision des clients.

• Gestion des opportunits, du pipeline et de la cration de la demande

• Planification du pipeline: applique une approche rigoureuse pour le bon fonctionnement du pipeline. Actualise le pipeline et en fait monter la courbe.

• Partenariats de pipeline: utilise les organisations de support, notamment dans les domaines du marketing, ventes internes, partenaires et canaux pour faire passer le pipeline dans le territoire affect.

• Exploitation des solutions SAP: fait preuve d'excellence et apporte toutes les offres SAP pour prendre en charge les activits de vente, y compris les solutions mtier, les solutions LoB (CRM, SCM, HCM, SRM, etc.) et les solutions technologiques (Business Analytics, Mobility, Database and Technology, etc.).

• Anticipe et conclut des opportunits de ventes grce une excution russie de la stratgie et de la feuille de route de vente.

• Support de l'ensemble des promotions et vnements SAP sur le territoire

• Excellence dans le domaine des ventes

• Vend de la valeur ajoute.

• Gre l'analyse du potentiel commercial et l'excution d'initiatives (ventes incitatives et ventes croises) selon les clients.

• Organisation des ressources: dploie les quipes appropries pour la force de vente. Cre OneSAP.

• Utilise les modles de vente intgrant les meilleures pratiques.

• Connat la concurrence de SAP et positionne efficacement les solutions pour la contrer.

• Tient le systme CRM jour avec des informations prcises sur les clients et le pipeline.

• Direction d'une quipe de comptes (virtuelle)

• Fait preuve de comptences de direction dans l'organisation des quipes distance.

• S'assure que les quipes de comptes et les partenaires matrisent bien la stratgie de chaque compte et sont bien positionns pour tous les points de contact et les vnements des clients. Multiplie la valeur de toutes les organisations de support vente.

Exigences en matire d'exprience et de langues

• 10ans et plus d'exprience dans la vente de logiciels de gestion/solutions informatiques complexes

• Exprience avre dans la vente de progiciels de gestion intgrs

• Exprience en tant que responsable d'quipe dans l'environnement de la vente

• Russite prouve dans le cadre d'importantes transactions et de longues campagnes de vente sur un march comptitif, consultatif et volution rapide

• Niveau d'anglais professionnel: courant

• Langue locale: courant, niveau professionnel

Formation

• Baccalaurat ou quivalent: ncessaire

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

SAPs 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 and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: Careers@sap.com.

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.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 159,000- 356,300 CAD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount, and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: www.SAPNorthAmericaBenefits.com

Requisition ID: 397638 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid