SAP Services Sales Account Executive Metal and Mining in Moscow, Russia
Requisition ID: 274697
Work Area: Customer Service and Support
Expected Travel: 0 - 20%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because its the best-run businesses that make the world run better and improve peoples lives.
The Services Account Executive Specialist has influence on the development and growth of new Services business and develops and maintains effective relationships with senior executives in assigned account(s) which is the biggest one companies in CIS. They are responsible to ensure business growth through business development activities and ensure they are delivered in accordance with the organizational strategy. This role represents the SAP Services organization from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships. This is a business development and sales role and is expected to generate qualified opportunities based on holistic understanding of customer challenges, establishing and developing the SAP Services footprint within their assigned accounts(s) and contract signing for this opp.
Key responsibilities and tasks
Account and Stakeholder Management
Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
Actively understand each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
Single Point of Contact for the customer representing the SAP Services organization for assigned account(s) to establish and develop SAP footprint
Supports the development of best-practice comprehensive Services account plans to address customer and prospects priorities and pain points. Utilize SAP Intelligent tools and standards to support the customer's decision process.
Direct contributor to overall long-term success of customer and partner relationships within the account
Orchestrate and be integral to the Virtual Account Team
Responsible for booking and revenue Services targets 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
Responsible for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
Responsible 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
Is self-aware understands their own strengths and weaknesses, looks to leverage strengths and work on weaknesses
Treats customers and colleagues with respect, fairness and consideration
Strong collaboration with the SAP ecosystem and technology partners
Experience and Educational Requirements
3 years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
3-5 years' experience in IT sales activities including generation and management of opportunities, deal closure and client relationship management (software / complex projects)
Demonstrable track record of value selling and solution selling experience in IT industry
Good knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
Good knowledge of the process in metal&mining companies.
Ability to support business discussion based on services agenda on the expert and CXO level
3 years of industry/domain expertise
Partner Ecosystem Expertise
Awareness of SAPs Partners, Competitors and the regional IT Industry
Effective collaboration with the SAP partner ecosystem as relative to the assigned account(s) (incl. joint deals/business development)
Bachelor or Master's Degree
Professional Training and Certification
Sales training, account and opportunity planning, negotiation skills, etc.
Local language: Fluent
Other: fluency in additional languages a distinct advantage
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If youre searching for a company thats dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now .
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 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ).
Successful candidates might be required to undergo a background verification with an external vendor.
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