Sales Account Executive - Public Sector

Job description / Role

Sales Account Executive - Public Sector

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.

About the role:

SAP is looking out for a Sales Account Executive who will be responsible for driving key business decisions and focussing on navigating complex sales engagements within a set of the large accounts in SAP.

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

- Using SCP Analytics Tools to manage pipeline
- 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 (i.e.: sales plays, marketing events, demand generation assets) and sales support teams

- Bachelor equivalent or Masters (preferred) with proved track record through 5+ years' experience in sales of complex business software / IT solutions through consultative selling methodology
- KSA Public sector experience essential
- Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market with strong negotiation skills
- Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
- Saudi National preferred

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.