Senior Account Executive - Midwest Enterprise Automotive Accounts

Senior Account Executive

We are looking for an experienced Senior Account Executive to prospect, qualify, sell, and close new business to existing customers within the Midwest region, focusing on large enterprise accounts.

The primary responsibilities include:

• Meet or exceed quarterly targets and annual quota for Software License, Cloud Subscription, and Renewal revenue.
• Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible opportunities.
• Manage accuracy in forecasting and the information maintained in supporting systems.
• Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals.
• Create and deliver client proposals independently.

• Develop a territory plan, including large opportunities and a glide path to deliver them.
• Execute account planning and appropriate follow‑up actions.
• Manage and effectively use Virtual Account Teams to penetrate all customer buying centers and identify new opportunities.
• Leverage SAP events such as SAPPHIRE and other customer‑centric events.
• Leverage a value‑centric and strategic perspective for the entire SAP portfolio with customers.
• Be a trusted advisor by establishing strong relationships based on customer requirements and commitment to value.
• Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
• Expand and deepen SAP relationships with customers, focusing on development outside traditional IT channels and partner networks.
• Develop and manage continuous SAP executive sponsorship alignment.

• Demonstrate effective leadership by strategizing and communicating with the team early and often.
• Utilize partners across all spectrums to support objectives.
• Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
• Be responsive and timely to internal and external requests with a sense of urgency.
• Run the territory like a business, employing best practices.
• Lead a Virtual Account Team and GTM strategy within the assigned territory.
• Sell value using best‑practice sales models.
• Maintain White‑Space analysis and execute upsell and cross‑sell initiatives.
• Orchestrate resources to deploy appropriate teams for winning sales and promote the OneSAP/One Midwest culture.
• Understand SAP’s competition and effectively position solutions against them.
• Regularly maintain CRM with accurate customer and pipeline information.
• Ensure account teams and partners are well‑versed in each account’s strategy and positioned for all customer touchpoints and events.

• 5+ years of experience selling complex business software and cloud solutions.
• Experience selling to large enterprise customers (existing customers).
• Proven track record in business application software sales; prior cloud sales experience highly preferred.
• Experience in a lead role within a team‑selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast‑paced, consultative, competitive market.
• Fluent in business‑level English.
• Ability to travel to customers and/or SAP and partner offices weekly.

• Bachelor’s degree or equivalent.

The targeted combined salary range for this position is $233,700 – $397,300 USD. The actual amount offered will fall within this range and depend on education, skills, experience, scope of role, location, and other factors.

Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability.

Chicago