- Permanent contract
- Between 80 and 90K €
- Diegem, 1831, Belgique
- 08/03/2022
Questions ?
- Eléna BRUSSELMANS
- +32 494 86 62 88
- elena@alphea-conseil.com
- Ref: 26/03/22/SAE/EB
Job Description
Our client is one of the largest process management software company in the world. They are looking for a Senior Account Executive based in Brussels.
His different missions will be about:
Sales strategies:
- Develop effective and specific account plans to ensure revenue target delivery and sustainable growth
- Develop relationships with new and existing customers and leverage to drive strategy through organization
- Advance and close sales opportunities
- Support all SAP promotions and events in the territory
- Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise)
- Build a foundation on which to harvest future business opportunities and accurate account information and coaching
- 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
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base
- Maintain CRM system with accurate customer and pipeline information
- Lead designated territory, including accounts, account relationships, prospect profiling and sales cycles
- Encourage all accounts to become SAP references
- Leading a (Virtual) Account Team
- Demonstrate 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
- Develop and deliver comprehensive business plans to address customers and prospects priorities and pain points
- Utilize VE, benchmarking and ROI data to support the customer’s decision process
- Follow a disciplined approach to maintaining a rolling pipeline.
- Keep pipeline current and move up the pipeline curve.
- Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
- 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)
Successfull applicant
You have:
- 5+ years of experience in sales of complex business software / IT solutions
- Proven track record in business application software sales.
- Experience in the lead role of a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
- A Business level of English
- Utilize best practice sales models.
- Understand SAP’s competition and effectively position solutions against them.