Key Responsibilities
61 Key Accounts and Customer Relationship Management, from C-level to mid-tier leaders engagement, to achieve Annual Revenue - Achieve / exceed quota targets to top accounts.
61 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.
61 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.
61 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.
61 Demand Generation, Pipeline and Opportunity Management
61 Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
61 Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
61 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)
61 Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
61 Orchestrate resources: deploy appropriate teams to execute winning sales. Create One HUOP.
61 Utilize best practice sales models.
61 Leading a (Virtual) Account Team
61 Demonstrates leadership skills in the orchestration of remote teams.
61 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.
61
Experience