求人ID : 935368 更新日 : 2019年12月13日
SAP values the entrepreneurial spirit!

Account Executive

採用企業 SAPジャパン株式会社
勤務地 東京都 23区, 千代田区
勤務形態 正社員
給与 経験考慮の上、応相談

募集要項

Key Areas of Responsibility and Tasks

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.

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

  1. Annual Revenue - Achieve / exceed quota targets.
  2. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing customers and leverage to drive strategy through organization.
  3. Trusted advisor - Establishes strong 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.
  4. 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.
  5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.
  6. 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

  1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
  2. Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.  
  3. 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)
  4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  5. Support all SAP promotions and events in the territory

Sales Excellence

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

Leading a (Virtual) Account Team

  1. Demonstrates leadership skills in the orchestration of remote teams.
  2. 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.

応募必要条件

職務経験 10年以上
キャリアレベル 中途経験者レベル
英語レベル 流暢 (英語使用比率: 50%程度)
日本語レベル ネイティブ
最終学歴 大学卒: 学士号
現在のビザ 日本での就労許可が必要です

スキル・資格

Experience & Language Requirements

  • 10+  years of experience in sales of complex business software / IT solutions
  • Proven track record in business application software sales.
  • Experience in lead role of a team-selling environment.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  • Business level English: Fluent
  • Local language: Fluent, Business Level

Education

  • Bachelor equivalent: yes

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 you’re searching for a company that’s 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 (APJ: Careers.APJ@sap.com, ).

勤務地

  • 東京都 23区, 千代田区

労働条件

勤務形態 正社員
給与 経験考慮の上、応相談
配属部署 SAP Sales
採用企業情報

SAPジャパン株式会社

Account Executive - 935368

会社概要

会社の種類 大手企業 (300名を超える従業員数) - 外資系企業

会社説明

About SAP Japan

As a market leader in enterprise application software, we help companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile devices – 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 more than 296,000 customers in 190 countries to operate profitably, adapt continuously, and grow sustainably.