Location: United Arab Emirates (U.A.E)
Job Category: Accounting / Finance
Ref #: ACC–0234
PostedOn: 8/19/2009

Job Description:
Account Executive Portfolio Industries (Kingdom of Saudi Arabia)
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– As the worlds leading provider of business software, SAP delivers products and services that help accelerate business innovation for our customers. We believe that doing so will unleash growth and create significant new value for our customers, SAP, and ultimately, entire industries and the economy at large. Today, more than 46,100 customers in more than 120 countries run SAP applications from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations.
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– PURPOSE AND OBJECTIVES:
– The primary goal for the Account Executive (AE) is to achieve their quarterly revenue goal for a specific portfolio of target customers and prospects, in the some or all of the Oil & Gas, Petrochemicals, Process and Discrete Manufacturing, Transportation & Logistics, Telecoms and Utilities industries.
– In order to achieve this goal, the AE needs to create a plan that generates 3 x their quota in pipeline opportunity.
– The AE is responsible to identify and qualify opportunities, develop and drive strategy.
– The AE is responsible for executing the sales cycle of his account and driving business.
– The AE will develop a account and opportunity plans containing the value proposition for all of SAPs Solutions and services to the customers or prospects in close cooperation with other units like COO, Overlay sales, pre–sales, Industry Principals, Consultants etc.
– It is expected that the AE be adept at creating and nurturing Executive relationships while positioning the SAP executive team to assist.

– EXPECTATIONS AND TASKS:

– * Directly interact with customers and prospects focusing on functional management for the assigned solution portfolio – to position the value of SAPs Solutions and Services as supported by ROI, business case development, references, and supporting analyst data
– * Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serves as well as the products and services SAP provides
– * Coordinate with the account teams consisting of Presales, Customer Engagement Managers, Commercial, specialized Product teams, Strategic Partners and other relevant roles so that SAP solutions are well positioned in the account. Share best practices and interact with regional and local SAP employees
– * Prospect new companies as potential customers of SAP”s solutions utilizing the SAPs Telemarketing group and submission of RFPs and RFIs as appropriate

WORK
Experience:
– * Strong sales track record in the assigned industry space to the Large Enterprise segment
– * 5–10 years experience in a large, multi–national software/technology organization with an emphasis on sales as well as developing and executing business development plans and programs
– * Extensive sales experience, a collaborative management style and disposition and capability to work in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships across the region
– * Familiarity and in–depth knowledge of the software market of the assigned solution in the assigned market units (competition, customers and partners)
– * Proven track record in capturing market share, and growing a profitable sales business in the assigned solution area
– * Ability to present complex information to customers and colleagues in a clear and appealing manner

EDUCATION AND QUALIFICATIONS/SKILLS AND COMPETENCIES:

– * Bachelors degree in related fields (Business / Engineering or Technology)
– * Postgraduate degree will be advantageous
– * Strong sales track record in the Large Enterprise space (Companies with Revenue of $500 Million +) or aggressive achievement record in other sales related role.
– * Extensive sales experience, a collaborative style and ability to work in a networked organization with virtual teams

Experience: 5 – 10 Years

Education: Bachelors Degree

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