Account Executive Expert
2 weeks ago
Employment Information
Position Summary
The Account Executive Expert orchestrates team selling environments and collaborates with senior management on designated or local accounts within a geographic territory. This role involves identifying and qualifying opportunities, executing account strategies, and generating revenue from products, services, and training. The AE cultivates and maintains successful relationships with SAP® customers, measured by their ability to be referenced and customer satisfaction levels.
Key Responsibilities and Tasks
Relationship management
Establish strong customer relationships by consistently setting realistic expectations early in each sales campaign and meeting or surpassing those expectations through successful implementation of SAP's customer engagement model (CEM).
Foster customer satisfaction by appropriately deploying SAP resources to execute the CEM successfully.
Engage in account transitions to ensure proper and consistent communication with customers and virtual account team members.
Participate in and contribute to customer team meetings, maintaining regular communication with consulting staff to ensure customer satisfaction.
Sustain successful business relationships with SAP's strategic partners.
Opportunity management
Recognize, pursue, and close sales opportunities through effective execution of the CEM.
Position SAP for success in sales opportunities by developing and communicating effective sales strategies.
Regularly discuss and communicate account strategy with other members of the virtual account team.
Maintain an accurate and documented customer relationship management (CRM) pipeline of opportunities (prospects and suspects) and provide appropriate updates to SAP management.
Acquire knowledge about competitors and effectively position SAP solutions against them.
Utilize and communicate solution maps to expand the SAP footprint.
Territory management
Oversee the details of all assigned accounts.
Keep an up-to-date recorded inventory of all named accounts, including opportunities, contacts, and history.
Aim to transform each new sale into a strong account reference for SAP.
Seek to broaden and strengthen SAP's presence within each account in the territory by establishing proactive relationships with influential individuals – both within the customer organization and among third parties.
Support (through direct and active participation) all SAP promotions and events in the territory, including but not limited to SAPPHIRE®, industry solution days, executive events, and industry initiatives.
Develop comprehensive knowledge of all assigned accounts, including their business profile, key players, application and technology footprint, buying process, compelling events, political environment, and strategies.
Administrative management
Provide accurate and timely updates to the CRM forecast pipeline system on an ongoing basis.
Adhere to all SAP personnel, sales, proposal, and contract policies.
Comply promptly with all time sheet, travel, and expense policies.
Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices for license fees, maintenance, consulting, and training.
Personal development
Create an individual business plan that includes business and personal goals and objectives; discuss, confirm, and review the plan regularly with your manager.
Continuously enhance and expand your personal knowledge of industry trends, company product offerings, and general business awareness.
Review, establish, and implement a personal training plan to facilitate your ongoing growth and professional development at SAP.
Proactively contribute to SAP's growth objectives by mentoring new AEs.
Professional Experience
Minimum 5 years of specific experience in Account Management
Education and Qualifications / Skills and Competencies
Bachelor's degree in engineering or technology from an accredited institution
The Account Executive Expert orchestrates team selling environments and collaborates with senior management on designated or local accounts within a geographic territory. This role involves identifying and qualifying opportunities, executing account strategies, and generating revenue from products, services, and training. The AE cultivates and maintains successful relationships with SAP® customers, measured by their ability to be referenced and customer satisfaction levels.
Key Responsibilities and Tasks
Relationship management
Establish strong customer relationships by consistently setting realistic expectations early in each sales campaign and meeting or surpassing those expectations through successful implementation of SAP's customer engagement model (CEM).
Foster customer satisfaction by appropriately deploying SAP resources to execute the CEM successfully.
Engage in account transitions to ensure proper and consistent communication with customers and virtual account team members.
Participate in and contribute to customer team meetings, maintaining regular communication with consulting staff to ensure customer satisfaction.
Sustain successful business relationships with SAP's strategic partners.
Opportunity management
Recognize, pursue, and close sales opportunities through effective execution of the CEM.
Position SAP for success in sales opportunities by developing and communicating effective sales strategies.
Regularly discuss and communicate account strategy with other members of the virtual account team.
Maintain an accurate and documented customer relationship management (CRM) pipeline of opportunities (prospects and suspects) and provide appropriate updates to SAP management.
Acquire knowledge about competitors and effectively position SAP solutions against them.
Utilize and communicate solution maps to expand the SAP footprint.
Territory management
Oversee the details of all assigned accounts.
Keep an up-to-date recorded inventory of all named accounts, including opportunities, contacts, and history.
Aim to transform each new sale into a strong account reference for SAP.
Seek to broaden and strengthen SAP's presence within each account in the territory by establishing proactive relationships with influential individuals – both within the customer organization and among third parties.
Support (through direct and active participation) all SAP promotions and events in the territory, including but not limited to SAPPHIRE®, industry solution days, executive events, and industry initiatives.
Develop comprehensive knowledge of all assigned accounts, including their business profile, key players, application and technology footprint, buying process, compelling events, political environment, and strategies.
Administrative management
Provide accurate and timely updates to the CRM forecast pipeline system on an ongoing basis.
Adhere to all SAP personnel, sales, proposal, and contract policies.
Comply promptly with all time sheet, travel, and expense policies.
Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices for license fees, maintenance, consulting, and training.
Personal development
Create an individual business plan that includes business and personal goals and objectives; discuss, confirm, and review the plan regularly with your manager.
Continuously enhance and expand your personal knowledge of industry trends, company product offerings, and general business awareness.
Review, establish, and implement a personal training plan to facilitate your ongoing growth and professional development at SAP.
Proactively contribute to SAP's growth objectives by mentoring new AEs.
Professional Experience
Minimum 5 years of specific experience in Account Management
Education and Qualifications / Skills and Competencies
Bachelor's degree in engineering or technology from an accredited institution
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