Strategic Corporate Field; Industry AE - Toronto

Strategic Corporate Field; Industry AE - Toronto

We help the world run better 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.

The CorporateField Industry Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. They should bring a Point of View to the Customer engagement; use all resources to solve customer problems with utilizing the full suite of SAP products, with a heavy emphasis on the Partner community. They will have overall responsibility for ~ 35 strategic clients / prospects in the Greater Toronto area.

What you’ll do:

Subscription Revenue:

• Annual Revenue: Achieve / Exceed Net Cloud Booking targets, with a strong emphasis on SAP’s Business Suite, ERP, AI, Public Cloud, as well as indirect pursuits through partners.
• Sales Strategies: Develop effective and detailed account plans for strategic accounts to meet revenue targets and drive sustainable growth. Focus is on both increasing SAP’s wallet share within existing accounts, and also breaking into net new accounts. There is a large focus on selling the value of SAP’s entire Business Suite, as well as Business Data Cloud and AI overall to solve the client’s business needs.
• Territory & Partner Strategy: Formulate a comprehensive strategy to maximize coverage and support the growth of your territory through an extensive ecosystem.
• Customer Acumen: Gain a deep understanding of your client's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Stay informed on key industry trends and issues by reviewing public information such as new executive appointments, earnings statements, and press releases for both the company and its competitors.
• Business Value Selling: Leverage Value Advisory consultants, benchmarking, and ROI data to aid the customer's decision-making process and build strategic business cases / roadmaps.
• Customer References: Encourage all SAP accounts to serve as references.

Demand Generation, Pipeline and Opportunity Management:

• Pipeline Planning: Adhere to a disciplined approach for maintaining a rolling pipeline, ensuring it remains current and progresses through the pipeline stages.
• Pipeline Partnerships: Utilize support organizations, including partners and channels, to funnel opportunities into the assigned territory.
• Leverage SAP Solutions: Demonstrate proficiency in all SAP offerings and apply them to sales pursuits, including Industry Solutions, the Intelligent Enterprise based on the Digital Core, LOB solutions (CRM, SCM, HCM, SRM, etc.), and technology solutions (AI, ML, Database and Technology, etc.).
• Advance and Close Sales Opportunities: Successfully execute the sales strategy and roadmap to advance and close sales opportunities.
• Support SAP Promotions and Events: Actively support all SAP promotions and events within the territory.
• Hunter Mentality: Exhibit a high-speed work ethic and a proactive, hunter mentality.

What You Bring:

• Sell value.
• Maintain Territory analysis and execution of initiatives (up sell and cross sell) on customer base.
• Effective forecasting and pipeline progression skills
• Work proficiently with Partners and Partner Business Managers to help partners find & close new opportunities on your behalf

Orchestrate resources:

• Deploy appropriate teams to execute winning sales. Create OneSAP, including the use of partner channel
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Lead a (Virtual) Account Team:

• Demonstrates leadership skills in the orchestration of SAP and Partner teams
• Ensures account teams and Partners are well versed in your Top account’s strategy and well positioned for all customer touch points and events.

Experience & Language Requirements

• 7+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales (particularly net new ERP focus)
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions in a fast-paced, consultative and competitive market.

Education

• Bachelor equivalent: yes

SAP is not offering relocation benefits for this role at this time.

SAP is not offering visa sponsorship for this role at this time.

Functional proficiency in English is required for positions based in the Quebec.

Requisition ID: 452599 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Job Segment: Cloud, ERP, SAP, CRM, Compliance, Technology, Legal

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