Services Senior Account Executive

**We help the world run better**

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.

What you'll do

**Services Senior Sales Executive** is accountable for the new business development and long-term relationship management with customers, managing and closing up-sell/cross-sell opportunities, as well as pursuing SAP Solutions adoption and consumption, leveraging cloud contracts renewal. This professional is also accountable to ensure business growth through business development activities, in accordance with the organizational strategy, acting as a key contributor to the overall success of the customer and partner relationships.

**Core tasks may include**:

- Builds a foundation within assigned account(s) on which to harvest future Services business opportunities - Accountable for booking and revenue Services targets for assigned account(s) - Origination and management of opportunities and bids, deal closure through formal sales cycle
- Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
- Point of Contact for the customer representing the SAP Customer Success organization
- Direct contributor to overall long term success of customer and partner relationships
- Orchestrates resources: deploy appropriate teams to execute winning sales, delivery and renewal
- Accountable for all Services Commercial aspects in assigned account(s)
- Supporting Delivery Teams engaged in delivering against existing contracts
- Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success.
- Supporting customer’s transformation journey, with full accountability across Sales, Delivery and Renewal
- Setting strategic goals and outcomes to support the customer’s business objectives

**What you Bring**
- Responsible for delivery of outcome of assigned projects or areas of responsibility
- Internally recognized senior on complex technical and business matters

**Complexity** - Contributes independently, resolves complex issues in own specialist area (e.g. cross-functional or cross-country projects)
- Works independently on topics while setting priorities having sole responsibility
- Provides regular project status and updates
- Decisions/solutions can enhance essentially current and future design and strategy
- Enhance complex systems & processes

**Account and Stakeholder Management**
- Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
- Actively understands each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
- Point of Contact for the customer representing the SAP Customer Success organization for assigned account(s) to establish and develop SAP footprint
- Direct contributor to overall long-term success of customer and partner relationships within the account
- Orchestrates resources: deploy appropriate teams to execute winning sales

**Commercial Accountability**
- Accountable for booking, revenue and cloud subscriptions renewal for assigned account(s)
- Generation and management of opportunities and bids, deal closure through formal sales cycle
- Shapes deals that are compliant, aligned to agreed governance process, controls and targets
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
- Maintain internal systems with accurate customer and pipeline information

**Service Delivery Management**
- Accountable for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
- Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts

**Collaborative Working Environment**
- Acts as a key team member within the extended Sales Account Executive teams
- Treats customers and colleagues with respect, fairness and consideration
- Strong collaboration with the SAP ecosystem and technology partners

**Functional Experience**
- Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market
- Experience in managing customers and partners
- Strong experience with direct quota carrying selling experience in the enterprise