Senior Account Executive for SAP India Pvt. Ltd, China

SAP is the global market leader for business software and thus contributes a considerable part of the world\'s economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.Key Responsibilities & Tasks Key Areas of Responsibility and Tasks The Senior Global Account Executive leads or provides support to the lead of the global sales efforts across all lines of business (Sales, Consulting, Education, Maintenance) for large, multi-national, strategic customers --- orchestrating all SAP parties around a single, clear, multi-year Account strategy. The Senior Global Account Executive will manage the customer relationship as a long-term P&L business, rather than an opportunity, delivering consistent, predictable and sustainable revenues. The Senior Global Account Executive (by themselves or, on more strategic/complex customer, in conjunction with Global Account Executive Experts and Global Account Directors): Orchestrates account strategy, incorporating Software, Services, Support/Maintenance, Partners and Channels. Integrates all customer- facing functions to achieve tighter, more profitable business plans, more cohesive interaction with the customer and increased customer satisfaction. Completes long-term technology and business strategy planning with the customer Innovates with marquee accounts and identifies co-innovation opportunities Develops long term c-level relationships, strong governance and top-to-top partnerships Expands SAP footprint Drives revenue growth in all LOBs Creates barriers to entry for competitors, protecting SAP\'s customer base Drives adoption of premium support services Mitigates risk (customer and SAP) through adoption of PCN methodologies/programs and Account Management best practice s Provides leadership around Value management and Value realization Consults On-site on all SAP Programs and higher adoption of ROL solutions Provides high touch account management throughout software lifecycle.

EXPECTATIONS AND TASKS 

Competencies & Skills / SAP Values Go here to see explanations of the scales (1-4) for each Competency type. Please also refer to the Sap Values & Passions in the SAP Portal SAP Competencies Level (1-4) Core Competencies ? Customer Focus 3 ? Business Acumen 2 ? Innovative Thinking 2 SAP Employee Competencies ? Challenge Complexity 3 ? Change Agility 3 ? Communication 3 ? Intercultural Sensitivity 3 ? IT Principles & data Security 2 ? Partner & Third Party Engagement 3 ? Quality Focus 2 ? Results Driven 3 ? Self Development 2 ? Teamwork & Collaboration 3 Job Specific Competencies & Skills Level (1-4) ? Consultative Selling 3 ? Executives Communication 3 ? Negotiation Skills 2 ? Sales Industry Knowledge 3 ? Customer Engagement Lifecycle (CEL) 2 ? Sales Process Acumen 2 ? Marketing & Sales 3 ? Financial Acumen 2 ? Business Planning 2 ? Change Management Methods 2 ? Managing Virtual Teams 3

Experience & Educational Requirements Experience & Language Requirements ? 5 years of business experience in Sales or Consulting with complex business software / IT solutions ? 5 years of industry/domain expertise ? 5 years of Large Account Management experience / leading account teams ? Strong knowledge of the complete SAP offering (including Service and Support) ? Experience as (an Associate) Partner at System Integrator preferred ? Experience in Business Consulting Management or Value Engineering preferred ? Several years of large Account Management required ? Exceptional communication skills. ? Business level English: Fluent ? Local language: Fluent, Business Level

Email: saurabh.prasad@sap.com

Reference Id:CN-59734985-EN-14-002