Account Executive : Large Enterprise Accounts

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About the role:
SAP is looking out for an Senior Sales Account Executive who will be responsible for driving key business decisions and focussing on navigating complex sales engagementswithin a set of the largest Indian accounts in SAPs Conglomerates team. This role is an important growth driver and will be based in Mumbai.
Your success in the role will be driven by:
Business and Financial Acumen
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Understanding the customer 's entire end:to:end business model and be able to use that knowledge to develop unique SAP enterprise:wide solutions
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Tying economic, industry, sub:industry and business drivers to implications for the customers business. Identifying non:obvious financial levers.
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Monetizing the value that SAP offers the customer
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Leading C:level conversations about financial directional, potential P and L benefit of deploying SAP software to support progress on their strategic business imperatives
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Linking the value of products and services with the deal price to overcome pricing objections
Influencing the Customer
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Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
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Creating and delivering an insight that leads to differentiation
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Positioning the disruption that 's happening in the customer 's sub:industry to create a sense of urgency to drive transformation
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Positioning the advantages and challenges of various digital framework implementation engagement models.
Managing the Account as a Business
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Aligning the customers strategic goals to SAPs competitive differentiators and map to SAP solutions
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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
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Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives
Demand Management and Pipeline Health
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Using SCP Analytics Tools to manage pipeline
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Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
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Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams
Educations and Skills requirement:
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Bachelor equivalent or Masters (preferred) with proved track record through 8 years ' experience in sales of complex business software / IT solutionsthrough consultative selling methodology
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Demonstration of success with complex, long:cycle sales campaigns in a fast:paced, consultative and competitive market with strong negotiation skills
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Proven abilities on managing highly complex organizations and applying risk:mitigation strategies to customer
Location: Bangalore
SalesT2
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Job Type: Permanent