Account Executive Expert BFSI
- SAP
- 2 - 6 years
- Mumbai
- 2 months ago
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Job Description
The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customersThe 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
Annual Revenue Achieve / exceed quota targets
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 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 Customer Acumen Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
Review public information (eg 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 Territory and Account Leadership Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles
Encourage all accounts to become SAP references 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
Pipeline planning Follow a disciplined approach to maintaining a rolling pipeline
Keep pipeline current and moving up the pipeline curve Pipeline partnerships Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory 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 etal) and technology solutions (Business Analytics, Mobility, Database and Technology, etal)
Advance and close sales opportunities through the successful execution of the sales strategy and roadmap
Support all SAP promotions and events in the territory
Sales Excellence
Sell value Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base Orchestrate resources: deploy appropriate teams to execute winning sales
Create OneSAP Utilize best practice sales models Understand SAP's competition and effectively position solutions against them Maintain CRM system with accurate customer and pipeline information Leading a (Virtual) Account Team
Demonstrates leadership skills in the orchestration of remote teams 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 What Youll Bring
12 to 18 years of experience in sales of complex business software / IT solutions
Strong executive presence and proven abilities in leading managing business across large strategic customers
Relationships experience of working with large BFSI clients SBI, ICICI, LIC, HDFC, Axis, Kotak and Bajaj in addition to regulators like SEBI and RBI a must Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market Education: Bachelor equivalent
Meet The Team
Prof Serve, BFSI, MediaTelecom is a high performing team and a significant contributor to MU revenue
Esteemed list of customers includes largest of Banks, IT services companies, Telecom Media companies Join a highly motivated team with a deep understanding of SAPs solution portfolio Engage in collaborative work with SAP leadership and industry teams to drive customer success Align with product/solution management teams to enhance your strategic engagements Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAPs customer engagements
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Retail & B2C Sales - OtherEmployement Type: Full timeContact Details:
Company: SAPLocation(s): Mumbai+ View Contact
Keyskills: companies act sap company law business development sebi corporate law sales demand generation marketing hcm campaigns listing agreement compliance lead generation rbi secretarial activities corporate governance telecom fema stock exchange
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