Account Executive

2 weeks ago

Kuala Lumpur, Malaysia SAP Full time

**We help the world run better**

**ROLE DESCRIPTION**

The primary role of an Account Executive for the SAP Concur business is to achieve the overall revenue goal from the assigned territory. This includes:

- Understanding the challenges of prospects and customers in the territory
- Developing and executing a territory plan
- Identifying and qualifying opportunities
- Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

**EXPECTATIONS AND TASKS**

It is expected that the Account Executive be adept at creating and looking after senior executive relationships on their own, while positioning the SAP Executives and broader account team at appropriate stages of the engagement. In that capacity, the Account Executive must:

- ** Own** the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
- Build relationships with the **broader SAP organization** and collaborate on account planning and execution of multi-LOB opportunities
- Drive initial introduction meetings with customers to establish themselves as a **spend management advisor**:

- Lead efforts to establish and develop market share and revenue attainment within named accounts
- Develop **best practices** in securing expansion opportunities across named accounts

**WORK EXPERIENCE**
- 3 - 5 years of **Quota Carrying Experience**.
- Experience selling ERP or financial solutions.
- Account management in key accounts segments across multiple industries
- ** Complex sales **engagements which involve territory planning, account planning, and opportunity planning responsibilities
- Deal crafting and **complex deal structuring **for large-value opportunities
- ** Collaborating **with **large, diverse virtual account teams **working on a large scale, **multi-LOB opportunities** especially in conglomerate accounts
- ** Stakeholder management **experience across C-level executives, B-level managers, and end-users

**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**
- Bachelor’s degree.
- Ability to identify, qualify, and prioritize opportunities and related tasks
- Knowledgeable in using **value-selling** processes and methodologies
- Strong financial and business acumen and ability to **relate spend management solutions with financial impact and business outcomes**:

- Ability to **tailor, articulate, and clearly relay **messages relevant to each target audience/receiver of information
- Ability to work across **diverse **teams, skillsets, and experience
- Ability to work under pressure and deal with **complexities and ambiguities in the sales cycle**:

- Ability to develop** relationships **with both external and internal stakeholders
- Problem-solving and consultative selling skills
- ** Thoroughness** and attention to relevant details
- Multi-tasking and time-management skills to manage parallel opportunities
- ** Sincerely passionate **about customer success, customer delight, and long-term customer relationships
- ** Outcome **focused and not role or designation focused
- Continuous **learner**:

- Thorough, deliberate and structured
- Strong sense of **accountability**:

- Strong belief in maintaining **integrity in selling**

**We build breakthroughs together**

**We win with inclusion**

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

**EOE AA M/F/Vet/Disability**:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID: 375159 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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