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Account Executive - SAP India
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Written by MBA Jobs
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Thursday, 08 April 2010 |
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Job Code: 14211
Location: Position Description – Account Executive
SAP India
Position Brief
The Account Executive (AE) participates in a team-selling environment, and where necessary working with Senior Management on assigned named accounts in an assigned geographic territory. In this capacity, the AE will assist in identifying and qualifying opportunities, executing account strategy and generating product license revenue. In addition, the AE will facilitate and maintain successful relationships with select large SAP customers, which will be measured by their reference-ability, customer satisfaction levels and up-sell potential.
Position Details
* Position Title: Account Executive
* Department: Sales
* Reports to: Director - Sales
* Location: Mumbai, India
Responsibilities
Relationship Management
* Build strong customer relationships by consistently setting realistic expectations early in each sales campaign and meeting or exceeding those expectations through successful execution of SAP’s Customer Engagement Model (CEM).
* Facilitate customer satisfaction through the proper deployment of the appropriate SAP resources to successfully execute CEM.
* Participate in account transitions to ensure proper and consistent communication with customer and virtual account team members.
* Attend and participate in customer team meetings, and communicate regularly with consulting staff to ensure customer satisfaction.
* Maintain successful business relationships with SAP strategic partners.
Opportunity Management
* Identify, pursue and close sales opportunities through the successful execution of CEM.
* Position SAP to win sales opportunities by executing and communicating effective selling strategies.
* Routinely discuss and communicate account strategy with other members of the virtual account team.
* Maintain an accurate and documented CRM pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management.
* Continuously gather knowledge of competitors and how to effectively position SAP solutions against them.
* Leverage and effectively communicate Solution Maps to broaden the SAP footprint.
Administrative Management
* Provide accurate and timely updates to the CRM forecast pipeline system on an ongoing basis.
* Comply with all SAP personnel, sales, proposal and contract policies.
* Comply in a timely manner with all time sheet, travel and expense policies.
* Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices for license fees, maintenance, consulting and training.
Personal Development
* Develop an Individual Business Plan that will include your business and personal goals and objectives. Discuss, confirm and review on an ongoing basis with your manager.
* Continue to build and grow personal knowledge of industry trends and company product offerings, as well as your general business awareness.
* Review, establish and implement a personal training plan to facilitate your ongoing growth and professional development at SAP.
* Proactively seek to contribute to SAP’s growth objectives by providing mentoring to new AE’s.
Skills & Competencies
Skills
* SAP product knowledge
* Computing Skills
* Function-Specific knowledge
* Industry Experience
Core Competencies
* Continuous Learning
Demonstrates ongoing drive to continuously expand one’s own professional capabilities to fuel the continued/ongoing growth and success of SAP
* Customer Focus
Demonstrates concern for meeting and exceeding immediate and future needs of customers
* Teamwork
Works collaboratively with others to achieve group goals; energise people to work together to accomplish business results
Complementary Competencies
* Analytical thinking/problem solving
Works systematically and logically to resolve problems, address opportunities or manage the situation at hand; identifies causes, relationships and implications
* Bias for Action/Initiative
Acts on opportunities for solving problems, increase business or meeting objectives before being asked or required to do so
* Composure
Maintains focus and stays in control under stressful and challenging circumstances
* Conceptual Thinking
Understands complex situations, sees patterns and uses or creates concepts, assembles pieces of information into a cohesive whole
* Drive for Results
Demonstrates concern for the successful achievement of results; works persistently to overcome obstacles to goal achievement
* Impact and Influence
Develops and uses effective strategies to influence others or to gain their support
* Networking/Relationship Building
Develops and maintains a network of contacts, acts in a way that indicates understanding and accurate interpretation of others’ concerns and feelings. Creates an organisational climate in which people from different cultures and countries feel accepted
* Organisational Awareness
Understands the agendas and perspectives of others, recognising and effectively balancing the interests and needs of one’s own group with those of the broader organisation
* Planning and Organizing
Effectively defines plans, schedules and controls projects, identifies, integrates and orchestrates the resources (people, materials, information, budget, time) required to accomplish goals
* Strategic Business Focus
Understands business concepts and practices, keeps up to date with business trends and developments. Works to create new solutions for customers and competitive advantage for SAP
* Written Communication
Expresses ideas, thoughts and concepts, clearly in writing using correct and appropriate format, organisation and structure.
Please send your resume to chaya.s@sap.com
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