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Senior Account Executive - HCM Healthcare & Insurance, East
About Us:
At SAP, we are leading the charge in driving cloud adoption and revolutionizing organizations across various industries. Our mission at SAP SuccessFactors, SAP’s HR line of business is to enable organizations to unleash the full potential of their workforce and drive business success through comprehensive Human Experience Management (HXM), Sales Performance Management (SPM) and other innovative technology solutions. SuccessFactors aims to empower organizations to attract, develop, and retain top talent, foster employee engagement, and align individual goals with strategic business objectives.
About You:
You possess an in-depth understanding of specific technology solutions, including their business value, competitive positioning in the market, and their role within SAP's overall product strategy. As a proactive leader, you take initiative and approach customer engagements with passion and creativity. You navigate complex buying cycles with a consultative and advisory approach.
Role Description:
As a Solution Sales Executive (HXM AE), you will thrive in a highly matrixed environment, collaborating effectively with various teams such as Sales, Center of Excellence (COE), Customer Success, Value Add Team (VAT), Alliance Partners, and customers. Your core responsibilities will include:
- Achieving revenue targets and driving new customer growth.
- Generating and expanding the sales pipeline by fostering exceptional negotiation skills, particularly in Regulated Industries.
- Leading territory and virtual account teams, developing the designated territory, building account relationships, conducting prospect profiling, and providing accurate forecasts.
- Encouraging all accounts to become SAP references and advocates, sharing client success stories.
- Identifying and qualifying opportunities, effectively advancing the pipeline into revenue.
- Demonstrating a deep understanding of each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape.
- Cultivating executive relationships with prospects and customers, positioning SAP as a long-term business partner.
- Collaborating with industry ERP and regional extended account teams to educate target accounts on the solution set and engage in account planning for strategic deals.
- Building relationships within a large SAP partner ecosystem.
The Role & Opportunity:
As a Senior Account Executive, HCM Healthcare & Insurance, you will develop strategic relationships with current and prospective customers, driving revenue growth by delivering significant business value. Your success will rely on excellent relationship-building skills and a strong sales acumen to identify, qualify, and develop opportunity strategies.
Key Metrics and Expectations:
- Pipeline Creation and Management: Develop a comprehensive territory plan, including key target accounts and demand generation strategies, leveraging the portfolio of HCM offerings and partner applications. Identify and pursue large SuccessFactors pursuits, net new targets, competitor replacements, and RISE co-sells. Aim for a 4X multiple of opportunities to quota for rolling four quarters.
- Deal Execution: Update deal checklists and CRM Executive Summaries/Close Plans for large deals. Develop close plans and seek leadership engagement. Conduct regular biweekly reviews with ERP Industry Account Executive counterparts to explore joint Go-To-Market opportunities (e.g., RISE).
- SAP Partner Plan: Collaborate with partners, including ISV Ecosystem and Implementation Partners, to identify new prospects and enable client success through joint deal execution. Maintain a Quarterly ISV Ecosystem contribution plan accounting for 20% of your quota.
- Customer Success: Develop a plan for renewals in your territory and review renewal strategies with Client Success counterparts.
Requirements:
- 5+ years of successful enterprise software application sales experience, with a proven track record of achieving quotas.
- Demonstrated ability to navigate large, complex sales cycles.
- Proficiency in working within a highly matrixed organization.
- Strong networking and relationship-building skills, fostering collaboration for successful deal closures.
- Experience in building and nurturing executive relationships with CHROs, HR Directors, VPs, and CFOs.
- Proficiency in SAP, HCM, or SPM products is preferred.
Education and Qualifications / Skills and Competencies:
- Bachelor's degree with a minimum of 5 years of similar working experience.
- Strong presentation and communication skills, with the ability to listen and engage with customers at the CXO level.
- Teamwork and Collaboration: Ability and willingness to maximize available resources and foster positive working relationships.
- Knowledge of HR, IT, and Sales functions and trends is preferred.
- Proven ability to develop and maintain excellent customer relationships.
- Experience selling to healthcare providers and Insurance payers is preferred.
- Experience selling HCM and/or Sales Performance Management solutions is a plus.
- West Region Preferred.
- Travel up to 50%.
We look forward to receiving your application and having you join our dynamic team of professionals dedicated to driving success and innovation in the Healthcare and Insurance industries.
We build breakthroughs together
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 173,600 - 363,700 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 373252 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - USA #LI-Hybrid