Account Executive (BAT) - Abu Dhabi
SAP
PURPOSE AND OBJECTIVES
The Business Analytics & Technology (BAT) Account Executive is responsible for sales of SAP Business Objects and SAP Technology market solutions, selling into (i) existing ERP Installed Base customers and (ii) Net New Name ERP wins in the Volume (SME) sector. SME is defined as customers with the equivalent of up to $500M turnover.
BAT is one of the most strategically important areas of growth for SAP and generally cited as the number one technology initiatives for most CIOs (Source: Gartner).
The role requires a best-in-class sales track record in selling BAT software, ideally from a leading BAT vendor (SAP Business Objects, Oracle, IBM, Microsoft or other similar niche Gartner magic-quadrant vendors).
While SAP and Business Objects has a very large installed base this role should be considered a ‘high energy’ new business role (Hunter). The territory is defined as the current ERP Installed
Base customers and Net New Name ERP wins (where BAT is incrementally sold as part of the ERP win) in the Volume (SME) sector. Installed base customers may or may not have BAT
products currently - but they do have SAP ERP. The BAT product set is broad and includes BI, Netweaver, Data Services, OpenText, Adobe, EPM, GRC and Crossgate.
This role is a product specialist sales role working in conjunction with our industry CSEs and the partner channel. Its focus is on expanding BAT licenses at existing SAP ERP customers or
selling net new products in addition to a customer’s ERP landscape.
The BAT AE needs to create and implement a plan that generates 3x their quota in unweighted pipeline opportunity and maintain 2x short-term cover of weighted pipeline and to achieve revenue targets.
The BAT AE is responsible for:
Achieving personal revenue targets
Territory planning to ensure pipeline is added and progressed
Acting as an evangelist for our BAT solutions - primarily with customers but also internally within the Virtual Account Teams relative to the territory
Leveraging and selling through our strong partner channel
Harnessing company-wide marketing and demand generation activities and devising and executing personal sales campaigns in conjunction with Internal Sales Executives (ISEs)
Maintaining internal CRM systems
Enabling wider Virtual Account Teams to assist in achieving personal targets
Driving sales opportunities within the defined territory
Communicating across multiple sales management lines of business on pipeline status
The use of value based selling techniques
Closing sales opportunities to achieve quarterly targets
Negotiating commercials when acting as the sole opportunity lead
Core competencies include:
High work rate
Self starter
Can work in a co-prime quota carrying environment
Curious and creative - exhibits strong sales discovery skills and can align a wide product bag to customer’s known or unknown requirements
Proven negotiation skills
Excellent communicator, both written and spoken
Excellent internal and external profile
Good understanding of a customers’ Information Architecture and BAT landscape including
competitor products
Dynamic presenter with the ability to convey information to all levels of individuals
Highly trusted individual who maintains and expects high standards for self
High level of business acumen
Able to work across multi-functions/multi-individuals to achieve desired results
EXPECTATIONS AND TASKS
Directly interact with customers and prospects to position the value of SAP's BAT Solutions
and Services.
Generate and close sales pipeline.
Develop value based selling to ensure robust ROI.
Implement close plans which are shared with clients to ensure high conversion success rates.
Use of all available techniques and channels (including cold calling) to prospect new business
Response to RFPs and RFIs as appropriate.
Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serve
Skills
Degree-level education or higher
Minimum of 2 years over quota sales success preferably across a wide set of industries
Working with senior customer stakeholders
Selling to a wide set of industries with <$500M turnover (or equivalent)
WORK EXPERIENCE
Strong sales track record selling BAT solutions
5-10 years experience in a large, multi-national software/technology organization
Extensive sales experience, a collaborative style and disposition and is capable of working in a networked organization with a strong culture of virtual working teams, and evidence of
delivering results through building effective relationshipsFamiliarity and in-depth knowledge of the software market of the assigned solution in Public Sector and Services (competition, customers and partners)
Proven track record in capturing market share, and growing a profitable sales business in Public Sector and Services, within an overlay or prime sales role
Ability to present complex information to customers and colleagues in a clear and appealing manner
Company Profile
As market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all sizes and industries run better. Founded in 1972, SAP (which stands for "Systems, Applications and Products in Data Processing") has a rich history of innovation and growth as a true industry leader. Today, SAP has sales and development locations in more than 50 countries worldwide. SAP applications and services enable more than 176,000 customers worldwide to operate profitably, adapt continuously and grow sustainably.
From back office to boardroom, warehouse to storefront, desktop to mobile device, SAP empowers people and organisations to work together more efficiently and use business insight more effectively to stay ahead of the competition. We do this by extending the availability of software across on-premise installations, on-demand deployments and mobile devices.
We believe that the power of our people, products and partners unleashes growth and creates significant new value for our customers, SAP, and ultimately, entire industries and the economy at large.
Our mission is to help companies of all sizes and industries to run better. Our vision is to help the world run better.
Job Details
* Job Location: Abu Dhabi, UAE
* Company Industry: Computer/Software; Information Technology
* Type of Company: Employer (Private Sector)
* Job Role: Sales
* Number of Vacancies: 1
Preferred Candidate
* Career Level: Mid Career
