Account Director Oil and Gas

Job description

We help the world run better

At SAP, we enable you to bring out your best.

Our company culture is focused on collaboration and a shared passion to help the world run better.

How?

We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work.

We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Key Responsibilities & Tasks

The Account Director's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers.

The Account director brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

1.1. Annual Revenue - Achieve / exceed quota targets

1.2. Sales strategies- Align SAP Cloud /SaaS solutions with the customer's strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.

Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.

1.3. Trusted advisor - Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).

Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

1.4. Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.

Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.

Encourage all accounts to become SAP references.

1.6. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.

Utilize VE, benchmarking and ROI data to support the customer's decision process.

1.7. ability to lead 2E2 complex transactions and initiatives with customer

2.

Demand Generation, Pipeline and Opportunity Management

2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.

Keep pipeline current and moving up the pipeline curve.

2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.

2.3. Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et.

al) and technology solutions (Business Analytics, Mobility, Database and Technology, et.

al).

Demonstrate early adoption of all new solutions and strategies.

2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

Negotiate early and against a win/win strategy for SAP and its customers.

2.5. Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.

3.

Sales Excellence

3.1. Build and share best practice sales and negotiation skills.

3.2. Sell value.

3.3. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

3.4. Orchestrate resources: deploy appropriate teams to execute winning sales.

Create OneSAP.

3.5. Utilize best practice sales models.

3.6. Understand SAP's competition and effectively position solutions against them.

3.7. Maintain CRM system with accurate customer and pipeline information.

3.8. Maintain and Manage Complex deals

Experience & Educational Requirements

Skills you’ll use:

Advanced Professional Skills

Deep Customer Orientation

Excellent Effective Communication

Establishing Trust

Collaboration

Results Orientation Driven

Team Lead

Tech Industry & SAP General Skills

Software as a Service (SaaS) , PAAS and IAAS

Artificial Intelligence

Process Improvement

Technology Innovation

SAP Cloud Suite Portfolio

RISE and GROW with SAP

O&G strategies and trends , specially ARAMCO Strategy

SAP Corporate Strategy

Role Specific Skills

Cloud Strategy

Complex Sales

Customer Engagement

Customer Relationship Management

Industry Knowledge

Negotiation

Sales Forecasting

Sales Qualification

Competitive Positioning

Account Governance

​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.

Required Skill Profession

Advertising, Marketing, Promotions, Public Relations, And Sales Managers