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. 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.COMPANY DESCRIPTIONSAP started in 1972 as a team of five colleagues with a desire to do something new. Today, as a market leader in enterprise application software, we remain true to our roots. SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment.Please note:Role is based in Canberra.This role works closely with Global Account Director under the strategic guidance of the GAD role.The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products and support.Account and Customer Relationship Management, Sales and Software License, Cloud Subscription and Renewal Revenue.Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value.Customer Acumen - Understand each customer's technology footprint, strategic growth plans, and competitive landscape.Territory and Account Leadership - Lead designated territory, including accounts and sales cycles.Business Planning - Develop and deliver comprehensive business plans addressing customer priorities.Business Hygiene - Accurately represent business forecast with regular updates.Demand Generation, Pipeline and Opportunity ManagementPipeline planning - Maintain a rolling pipeline.Pipeline partnerships - Leverage support organisations to funnel pipeline into the territory.Leverage SAP Solutions - Be proficient in all SAP offers.Advance and close sales opportunities - Execute the sales strategy effectively.Support all SAP promotions and events in the territorySell value.Create meaningful customer-facing artefacts.Qualify efforts and opportunities well.Maintain White Space analysis and execution of initiatives.Orchestrate resources to execute winning sales.Understand SAP's competition and position solutions effectively.Maintain CRM system with accurate customer and pipeline information.Leading a (Virtual) Account TeamDemonstrates leadership skills in orchestrating remote teams.Ensure account teams are well versed in each account's strategy.SAP Core CompetenciesCustomer FocusBusiness AcumenInnovative ThinkingJob Specific CompetenciesConsultative SellingExecutives CommunicationNegotiation SkillsSales Industry KnowledgeCustomer Engagement Lifecycle (CEL)Sales Process AcumenBusiness PlanningChange Management MethodsManaging Virtual TeamsExperience & Educational Requirements5+ years of experience in senior business rolesExperience with engagement for senior stakeholders across Federal GovernmentExperience in lead role of a team environment.Demonstrated success with large transactions in a fast-paced market.Business level English: FluentLocal language: Fluent, Business LevelKey Success FactorsQuantitativeSoftware License RevenueSolution License RevenueCloud Subscription and Renewal RevenuePipeline / Opportunity ManagementCustomer SatisfactionQuota AchievementNumber of dealsOther:Percentage of opportunities identified and createdPercentage of opportunities co-selling with Field SalesNumber of opportunities closed with Inside SalesPercentage of opportunities closed to winPercentage of opportunities where the Business Partner is engagedQualitativeSelf-Development / Learning and GrowthPartner and 3rd Party EngagementOpportunity engagement of Business PartnersDemonstration of opportunity up sell / cross sellActivities performed to demonstrate the relationship management of assigned accounts.Additional RequirementsSAP Tool and Process:Managing CRMQ2 C/GAF ProcessAccount Planning Management (APM)Customer/Partner InteractionsExternal:CustomersProspectsStrategic PartnersVolume PartnersInternal:SAP Executive ManagementProfessional ServicesSolution EngineersContracts & FinanceMarketingTrainingProduct DevelopmentProposal Management TeamMobilityAbility and willingness to travel: yesBusiness travel requirements: Country & RegionalBring out your bestSAP innovations help customers worldwide work together efficiently. We are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.We win with inclusionSAP's culture of inclusion helps ensure that everyone feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.EOE AA M/F/Vet/Disability:Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.Requisition ID: 409930 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations:.