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Empleo de Account Executive Expert for Financial Services and Insurance Job
SAP en Ciudad de México - DF

Descripción del puesto de trabajo

Account Executive Expert for Financial Services and Insurance Job

Requisition ID: 171865
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

ROLE DESCRIPTION:

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.

EXPECTATIONS AND TASKS:

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

  • Annual Revenue - Achieve / exceed quota targets.
  • Sales strategies- Align SAP Cloud /SaaS solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
  • Trusted advisor - Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). 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. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
  • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management
* Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
* Pipeline partnerships – Leverage support organizations 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 including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al). Demonstrate early adoption of all new solutions and strategies.
* Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
* Support all SAP promotions and events in the territory – take an active, sales leadership role in SAP events.

Sales Excellence

  • Build and share best practice sales and negotiation skills.
  • Sell value.
  • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
  • Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
  • Utilize best practice sales models.
  • Understand SAP’s competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

  • Mentor Associate /Senior Account Executives.
  • Demonstrate leadership skills in the orchestration of remote teams.
  • Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

WORK EXPERIENCE:

  • 15+ years of experience in sales of complex business software / IT solutions
  • Experience in lead role of a team selling environment.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Proven track record in business application software sales.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  • Exceptional contractual and negotiation skills.
  • Business level English: Fluent
  • Local language: Fluent, Business Level
  • Bachelor equivalent: yes

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected]). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations :

Job Segment: ERP, Financial, SAP, Software Sales, Database, Technology, Finance, Sales

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Evaluaciones de SAP


Satisfacción general de los empleados

4.33
  • Remuneración y prestaciones
    4.00
  • Oportunidad de carrera
    4.33
  • Cultura de la empresa
    4.67
  • Calidad de vida
    3.67

Recomiendan la empresa a un amigo



  • Hace cerca de 2 meses

    Evaluación ambiente trabajo

    Project Manager (PM)

    Ciudad de México, DF


    Pros: Bonos, reparto de utilidades, acciones de retención. Muy buen plan de incentivos. Capacitación, excelente equipo de trabajo. Médico dentro de la empresa, Asesoría psicológica. Plan médico bueno con dental y visión.

    Contras: Hay que saber manejar muy bien la presión. En Ocasiones el ritmo de trabajo es muy fuerte y debes mantener la calma y hacer el mejor esfuerzo.

    Consejos para los directivos: Liderazgo con el ejemplo. Dar empoderamiento a los empleados

    Recomendá la empresa: Si

  • Hace 2 meses

    Qué evaluación?

    Project Controller

    Ciudad de México, DF


    Pros: Prestaciones para internos, ambiente laboral, horario de trabajo, zona, motivadores laborales, actividades de recursos humanos, descuentos se empleado

    Contras: No encuentro algun punto negativo en particular, quizas depende todo del area a la que correspondas dentro de la organización para los niveles excesivos de carga de trabajo

    Consejos para los directivos: Programas young professionals de nuevo

    Recomendá la empresa: Si