Senior Mid-Market Account Executive

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging - but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Job Overview

Concur is seeking a proven sales professional to prospect and sell directly to large and small corporate companies via face-to-face engagement, telephone and internet as well as face-to-face presentations in a defined geographic territory and market sectors.

The Sales representative will be responsible for the entire sales cycle along with supporting the customer experience and collecting information which will be important to further sales and support of this market. This role is 100% new business.

We are looking for an assertive, success-oriented individual with a proven record of exceeding sales targets, a high level of commitment and a strong desire to be part of Concur's growth.

Position reports to the Sales Director/ Team Leader.

Responsibilities

• Achieve sales objectives primarily through selling Concur travel and expense and AP invoice software solutions to new customers
• Identify sales opportunities through direct prospecting, marketing lead follow up, networking and partner relationships
• Manage sales process through qualification, needs analysis, product demonstration, negotiation and close
• Work with pre-sales team when technical or product support is required
• Develop and maintain an elevated level of knowledge about Concur's products and services
• Develop and maintain an understanding of the territory, marketplace, competitive offerings, and other business issues relevant to the position
• Use effective time and territory management to maximize results
• Develop and maintain relationships with Concur partners and other third parties to increase opportunities
• Manage customer engagement and sales process via the telephone and online collaboration tools
• Document daily sales activities in Salesforce automation tool, prepare accurate reports and forecasts, manage pipeline, and perform other tasks necessary to drive sales revenue and communicate activities to sales management

Position Requirements: Education, Experience & Training required

• 2+ years of successful B2B sales experience with a strong emphasis on acquiring new customers
• External sales role background
• Experience selling to C-level Executives
• Documented success achieving and exceeding assigned quotas
• Adoption of sales methodology

Job Specific Specialised Knowledge & Skills

• Highly motivated and able to work independently
• Sandler Sales Methodology, Challenger Sale or MEDDIC training is advantageous
• Excellent written and verbal communication skills with an emphasis on persuasion & influence
• Knowledge of B2B marketing
• A good understanding of information technology particularly web-based applications
• Strong business acumen

Critical Performance Competencies

• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
• Builds and maintains trusting relationships with associates and customers
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influence others and gain support
• Adjust to new, different, or changing requirements
• Listens with objectivity and checks for understanding
• Persists despite obstacles and opposition or setbacks
• Competitive, high achiever
• Holds self-accountable for results
• Conveys a sense of urgency and drives issues to closure

Cultural Competencies required to do this job

• Displays passion for & responsibility to the customer
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

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Successful candidates might be required to undergo a background verification with an external vendor.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 437692 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: