PURPOSE AND OBJECTIVES
SAP Poland Education organization is responsible for the education services and software sales
and handling of all educational matters relating to SAP customers, partners and others that may
have the need or benefit from learning about SAP products and solutions.
Education's purpose is to ensure 'the right education delivered at the right time to the right
people".
POSITION BRIEF
The Senior Education Account Executive (EE) is responsible for selling SAP's education
serivices and software to prospects/ customers/ partners in defined geographies/ industries/
prospects/ customer accounts. The EE is responsible for identifying and defining
prospect / customer needs and for developing an education solution that meets the defined
need. EE must have active selling skills for the SAP Education service and product
portfolio, and identified opportunities should be served with template based proposals, offers
and contracts by the EE.
The person will also be personally responsible for building relationships for SAP Education with
customers and partners that comply and align to SAP's governance framework. The EE
assumes an active role in the sales process and will be a member of Virtual Sales Teams.
EDUCATION AND QUALIFICATIONS/ SKILLS AND COMPETENCIES
- University degree
- 5-9 years in service and/or software sales experience
- Capable of independent, self-supporting work, and strong pipeline building
- Business acumen and knowledge
- Strong customer focus and excellent customer management and relationship building skills
- Results oriented
- Ability to engage with different levels internally, and externally with customers and partners
- Excellent communications skills --written and oral
- Manages effectively in a complex matrix environment with virtual teams of high-level professionals.
- Flexible and ability to adapt to changing and dynamic environments
- Good presentation skills
- Advantage: technical background
- Advantage: knowledge of SAP
- Willingness to travel in 50% of work time (mobility)
- Advanced written & spoken English, advantage: knowledge of another language in CEE countries
- Native Polish
EXPECTATIONS AND TASKS
- Responsibilities:
- Drive Education Sales
Enable Education to exceed annual performance targets
Exceed annual Education Software and Services Revenue Targets Education Account Executive -- Poland
Build and maintain a qualified pipeline of sales opportunities; enable the conversion of pipeline to profitable revenue
- Exceed annual customer satisfaction targets
- Create sales and account plans for customers
- Professional management of proposals, quotations and pricing for education support tools and technologies
- To drive the continued development and running of education towards customers and the wider eco-system in Poland
Business Development Activities:
- Acquisition of new customers for SAP Education solutions and services
- Implement business strategies to ensure customer success
- Driving revenue targets for both education software and services. Includes developing trusted advisor status with customers and developing robust education enablement plans with our clients
- Participate in a team-selling environment working with one or more Account Executives (AEs) and/ or Client Partners (CPs), Service Account Manager (SAM), (Global Account Managers) GAM's and Value Engineering on assigned accounts
- Work individually on accounts, identifying SAP Education Software and Services opportunities
- Engage with customers at C-Level, leverage Value Engineering tools to position Education Products and Services to key customers
- Generate high quality customer presentations, proposals, contracts, and statements of work etc. Safeguard and execute sales cycle individually and successfully
- Work closely with third party SAP Education Service Providers both during the pre-sales and delivery phases to ensure proper estimation, pricing and successful execution of customer projects
- Be competent and proficient in all education solutions, products and services, and associated value props
- Manage customer expectations during the delivery phase, especially escalation and scope management
- Act as a 'Trusted Advisor' for all learning needs of the customer by helping to deliver a
- Learning Roadmap for each customer, focused on user adoption for current and future years
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WHAT WE OFFER
Contract Type: Regular Full Time
Job Location: Warsaw, Poland
Travel: Up to 50% of working time
Working with international team
Appropriate renumeration package
Reporting to the Head of Education Poland
