Education Senior Account Executive, Gulf - SAP

PURPOSE AND OBJECTIVES

* The Education Senior Account Executive´s key objective is to sell Education Software and Services by developing the respective market.

* The Education Software portfolio supports the entire process of Knowledge Transfer and Learning. Most important Solutions are: A complete Learning Management Solution; Learning Content; Tooling for measuring User Performance and tools for Content Creation. Education Services include Classroom based training, Education Consulting and End User Training services.



EXPECTATIONS AND TASKS

* Account and Customer Relationship Management, Sales and Software License 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 (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.

* 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.

* 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.

* Utilize best practice sales models.

* Maintain CRM system with accurate customer and pipeline information.

* (Virtual) Account Team.

* Demonstrates leadership skills in the orchestration of remote teams when needed.

* 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.



WORK EXPERIENCE

* 5-10 years of excellent experience in business development and sales of software and services.

Job Details

Date Posted:	2014-01-15
Job Location:	Doha, Qatar
Job Role:	Other
Company Industry:	Education, Training, and Library

Preferred Candidate

Career Level:

Mid Career

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Date Posted: January 15, 2014 at 07:00AM

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Education Senior Account Executive, Gulf - SAP