SAPジャパン株式会社のAccount Executive - Corporate Strategic求人

About the role:
Accountability responsible for delivery of outcome of assigned projects or areas of responsibility internally recognized senior on complex technical and business matters works on large, complex activities, using demonstrated creativity and expertise and applying specialist professional knowledge to deliver high quality results / technical solutions collaborates in devising long-term concepts may include team lead or supervisory responsibilities.

Complexity contributes independently, resolves complex issues in own specialist area (e.g. cross-functional or cross-country projects) works independently on topics while setting priorities having sole responsibility provides regular project status and updates decisions/solutions can enhance essentially current and future design and strategy enhance complex systems & processes.

Experience advanced technical or business skills and special knowledge in one / several areas individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations typically several years experience with increasing amount of responsibility.

Communication builds and maintains partnerships with internal and external customers and partners contributes actively to build common ground for cooperation communicates clear and conveying processes & policies in a way that others can understand communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers.

1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
1.1. Annual Revenue - Achieve / exceed quota targets.
1.2. 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.
1.3. 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.
1.4. 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.
1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
1.6. 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.

2. Demand Generation, Pipeline and Opportunity Management
2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
2.3. 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)
2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
2.5. Support all SAP promotions and events in the territory.

3. Sales Excellence
3.1. Sell value.
3.2. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
3.3. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
3.4. Utilize best practice sales models.
3.5. Understand SAP's competition and effectively position solutions against them.
3.6. Maintain CRM system with accurate customer and pipeline information.

4. Leading a (Virtual) Account Team
4.1. Demonstrates leadership skills in the orchestration of remote teams.
4.2. 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.

Experience & Language Requirements
10+ years of experience in sales of complex business software / IT solutions Proven track record in business application software sales. Experience in lead role of a team-selling environment. Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

English: Business level English
Local language: Fluent, Business Level

Education
Bachelor equivalent: yes

Enterpriseが求める人材
職務内容：ERPを中心とするクラウド製品の新規販売と既存顧客への追加契約を主体的に行う業務です。一人当たり、50-100社のアカウントを担当し、電話営業部門、マーケティング、プリセールス、製品専門部隊と連携し、ハイタッチで顧客アプローチを行い、SAPパートナーと協業で市場を開拓していただきます。

英語：TOEIC600点以上(今後、英語力を伸ばす意思は必要）
営業経験：法人営業 10年 以上

【求める経験】
エンタープライズソフトウェアのプリセールス・コンサルティング経験
エンタープライズソフトウェアの販売経験
アカウントプランニング、テリトリープランニングの作成、活動経験
大規模SIプロジェクト提案経験
社内・パートナーの多くの関係者を巻き込み、主体的に提案を行った経験

【求める人物像】
新規顧客開拓意欲のある方
社内外に対する円滑なコミュニケーションスキル
お客様の経営課題や業務課題を理解するために、自ら学ぶ意思のある方
自ら活動計画を策定して実行し、適切なタイミングでマネージャーのアドバイスを受けられる方