(Senior) Account Executive (f/m/d) TLM - Travel, Transport, Telco, Logistics & Media

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Select how often (in days) to receive an alert: What you'll do:

The (Senior) Account Executive (f/m/d) (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

Account & Customer Relationship Management:

• Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
• Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.

Gain a comprehensive understanding of each customers technology landscape, strategic goals, and competitive environment.

Demand Generation, Pipeline, and Opportunity Management:

• Maintain pipeline management, ensuring a healthy and advancing sales funnel.
• Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.

Utilize SAPs comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.

Sales Excellence:

• Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
• Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
• Stay informed about SAPs competition and position SAP solutions effectively against them.

Maintain accurate customer and pipeline information within CRM systems.

Leading a (Virtual) Account Team:

• Lead and orchestrate remote and cross-functional teams to align with the customers strategic objectives.
• Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
• Maximize the value derived from SAPs extensive sales support ecosystem.

What you bring:

• Several years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Full working proficiency in German and Business English

Soft skills:

• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.