Senior Account Executive

3 days ago

Adelaide, South Australia SAP Full time
Senior Account Executive - SA Public Sector

SAP role: Senior Account Executive - SA Public Sector in Adelaide, South Australia. This position focuses on prospecting, qualifying, selling and closing new business with existing and net new customers within the SA Public Sector.

Overview

We're builders touching over 20 industries and 80% of global commerce. The Account Executive brings a Point of View to customer engagements, uses all resources to solve customer problems with appropriate SAP products and the SAP support organization. The role is based in Adelaide.

Responsibilities
  • Account and Customer Relationship Management, Sales and Software License, Cloud Subscription and Renewal Revenue.
  • Develop effective and specific account plans to ensure revenue target delivery and sustainable growth; build relationships in new and existing customers to drive strategy through the organization.
  • Act as a trusted advisor by understanding customer requirements and delivering value through counsel, solutions, and implementation expertise; establish foundation for future opportunities.
  • Achieve or exceed annual revenue quota targets.
  • Understand customer technology footprints, growth plans, technology strategy, and competitive landscape; monitor industry trends relevant to the prospect.
  • Lead designated territory including accounts, relationships, prospect profiling, and sales cycles; maximize references.
  • Develop and deliver comprehensive business plans using SAP resources (Value Engineering, ROI data) to support customer decisions.
  • Maintain accurate forecasts and complete updates; participate in forecast meetings and respond to information requests.
Demand Generation, Pipeline & Opportunity Management
  • Maintain a rolling pipeline and keep it current.
  • Funnel pipeline through partnerships with Marketing, Inside Sales, Partners and Channels.
  • Leverage SAP solutions across Industry, Line of Business, technology offerings, and related services in sales pursuits.
  • Advance and close opportunities through the defined sales strategy and roadmap; support SAP promotions and events in the territory.
Sales Excellence
  • Sell value and create high-quality customer-facing artifacts.
  • Qualify opportunities effectively; maintain CRM with accurate customer and pipeline data.
  • Coordinate resources across teams to execute winning sales; understand competition and position SAP solutions accordingly."
Leading a (Virtual) Account Team
  • Demonstrate leadership in orchestrating remote teams; ensure account teams and partners are aligned with account strategy for customer touchpoints and events.
Competencies & Skills
  • Customer Focus, Business Acumen, Innovative Thinking
  • Consultative Selling, Executive Communication, Negotiation Skills
  • Sales Industry Knowledge, Customer Engagement Lifecycle, Sales Process Acumen
  • Marketing & Sales, Financial Acumen, Business Planning, Change Management
  • Managing Virtual Team
Experience & Educational Requirements
  • 5+ years in senior business roles; experience engaging senior stakeholders in SA Public Sector (State Government) and leading a team environment.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative market.
  • Business-level English; local language proficiency at business level.
Other Requirements
  • Travel: ability and willingness to travel; business travel country/regional.
  • Compliance with SAP policies, Code of Conduct, and local laws; timely travel and expense reporting.
  • ERP/CRM familiarity and SAP tool/process knowledge (CRM, Q2C/GAF, Pricing/Quote tools, APM, contract policies).
Equal Opportunity & AI

SAP is committed to Equal Employment Opportunity and provides accessibility accommodations. We emphasize responsible AI usage in recruitment. See SAP guidelines for ethical AI usage. Details on notification and referral programs are provided where applicable.


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