Senior Account Executive

4 weeks ago

Chicago, United States SAP Full time

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. 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.

As an SAP Business Technology Platform (BTP) AE, you will develop a strategy and execute an intelligent enterprise sales plan resulting in cloud subscription revenue wins with SAP accounts. At a solution level, the BTP AE must develop and maintain an awareness of SAP’s current and future initiatives in the areas of Digital Transformation, Process Optimization, Data Architecture & Data Fabric, Modern Analytics, and Application Optimization. The ability to connect customer outcomes to SAP and partner solutions is key. Such solutions include products encompassing the cloud-based Business Technology Platform (including cloud versions of SAP HANA, EIM, Sybase Databases, Middleware, SAP Cloud Platform, Analytics, and SAP Analytics Cloud). Acting as a knowledgeable resource for customers, the BTP AE must be able to articulate SAP’s value proposition in the areas of platform & technology to enterprise accounts.

The BTP AE will be focused on driving innovation. A key component of the success of this role relies upon the AE's ability to learn and articulate how SAP can drive innovation into accounts, to improve revenue, margin, and market position. The AE will be supported by SAP resources to communicate and quantify the vision for the customer – the AE will be the leading storyteller in the process. The BTP AE will work closely with other support resources (including presales and global sales support) to achieve their objectives. This role is part of the SAP BTP Organization and will report into a regional leader.

Expectations and Tasks of Job:

  1. Demonstrate the business benefits and value proposition of SAP Database, Data Management and Analytics, and Technology solutions.
  2. Collaborate with support resources to maximize SAP BTP revenue.
  3. Identify customer business pains and challenges and articulate those challenges into SAP solutions.
  4. Identify areas of innovation within the client base, and then drive resources to prove the innovation and its business value for the customer.
  5. Develop new business sales opportunities in SAP accounts.
  6. Manage several complex sales opportunities simultaneously.
  7. Win complex sales deals in a competitive environment to achieve sales targets.
  8. Maintain broad and deep knowledge of SAP BTP portfolio and industry trends.

Work Experience:

  1. Experience selling Database, Data Management, Analytics and/or Technology solutions to large Enterprises.
  2. Experience in selling Artificial Intelligence, Platform-as-a-Service (PaaS), Process Automation, and LCNC (Low Code/No Code) solutions.
  3. Management of large, complex sales cycles with expectations to achieve quota.
  4. Strong communication and presentation skills with the ability to interact at the CXO level. Experience hunting for new business and expanding our business relationships in existing accounts.

Education and Qualifications/Skills and Competencies:

  1. Minimum of 5-10 years of similar working experience.
  2. Possess hands-on knowledge of SAP, Oracle, Microsoft, Teradata, Informatica, MapR, Microsoft, AWS, Google Cloud, Cloudera, Hortonworks, or other associated data management technology.
  3. Business value and positioning of Platform as Service solutions like SAP BTP, MuleSoft, etc.
  4. Ability to forecast/manage sales cycles, and successfully close new business.
  5. Proven problem-resolution, communication, planning & organizing, and execution skills.
  6. Business development, prospecting, and presentation skills.
  7. A proven track record of exceeding sales objectives and territory/account development.
  8. Bachelor’s Degree.
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