Senior Account Executive - Mid Market Sales (Bangalore / Mumbai)

We help the world run better
At SAP, we keep it simple: you bring your best to us, and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape whats next. The work is challenging - but it matters. Youll find a place where you can be yourself, prioritize your wellbeing, and truly belong. Whats in it for you Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

What youll do

Business & Financial Acumen

• Understanding the customers 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 customers 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 thats happening in the customers 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 territory as a Business

• Aligning the customers strategic goals to SAPs 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

• 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

What you bring

• Bachelor of Engineering equivalent or Masters (preferred) with proved track record through minimum 8+ years experience in sales of complex business software / IT solutions through consultative selling methodology
• Experience of managing SaaS solutions will be preferred
• Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market (preferably across the Digital Natives businesses)
• Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer

Meet your team

SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focusing on navigating complex sales engagements within SAPs Corporate team. This role is an important driver for our cloud business and offers huge opportunities to grow for you within the SAP ecosystem.

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