Senior Account Executive - Federal Government

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. COMPANY DESCRIPTION SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economies, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives. Please note: Role is based in Canberra. Federal Government is part of SAP's Strategic Customer Program. This role works closely with the Global Account Director and will work 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 the SAP support organisation. 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. Develop relationships in new and existing customers and leverage to drive strategy through the organization. Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value. Builds a foundation on which to harvest future business opportunities and accurate account information and coaching. Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Business Hygiene - Appropriately and accurately represent business forecast with regular and complete updates. Demand Generation, Pipeline and Opportunity Management Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Pipeline partnerships - Leverage support organisations 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. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Support all SAP promotions and events in the territory Sell value. Create meaningful and high-quality customer facing artefacts. Qualify efforts and opportunities well. Leading a (Virtual) Account Team Demonstrates leadership skills in the orchestration of remote teams. Ensure account teams and Partners are well versed in each account's strategy. SAP Core Competencies Customer Focus Business Acumen Innovative Thinking Job Specific Competencies Consultative Selling Executives Communication Negotiation Skills Sales Industry Knowledge Customer Engagement Lifecycle (CEL) Sales Process Acumen Business Planning Change Management Methods Managing Virtual Teams Experience & Educational Requirements 5+ years of experience in senior business roles Experience with engagement for senior stakeholders across Federal Government Experience in lead role of a team 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 Key Success Factors Quantitative Software License Revenue Solution License Revenue Cloud Subscription and Renewal Revenue Pipeline / Opportunity Management Customer Satisfaction Quota Achievement Number of deals Other: Percentage of opportunities identified and created Percentage of opportunities co-selling with Field Sales Number of opportunities closed with Inside Sales Percentage of opportunities closed to win Percentage of opportunities where the Business Partner is engaged Qualitative Self-Development / Learning and Growth Partner and 3rd Party Engagement Opportunity engagement of Business Partners Demonstration of opportunity up sell / cross sell Activities performed and recorded to demonstrate the relationship management of assigned accounts, contacts or territory. Additional Requirements SAP Tool and Process: Managing CRM Q2 C/GAF Process Account Planning Management (APM) as a planning tool Others: Comply with all SAP personnel, sales, proposals and contract policies. Comply with SAP Code of Conduct, local laws and regulations, as well as company's processes and procedures. Comply in a timely manner with all travel and expense policies. Customer/Partner Interactions External: Customers Prospects Strategic Partners Volume Partners Internal: SAP Executive Management Professional Services Solution Engineers Contracts & Finance Marketing Training Product Development Proposal Management Team Mobility Ability and willingness to travel: yes Business travel requirements: Country & Regional 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. We win with inclusion SAP's 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. 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. Requisition ID: 409930 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid. #J-18808-Ljbffr