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The primary purpose of the Account Executive for LOB is to achieve their overall revenue goal. In order to achieve this goal, the AE for LOB must create a complete territory business plan that generates the adequate coverage to their quota in pipeline opportunity. The AE for LOB is responsible to identify and qualify opportunities, develop and drive strategy. The AE for LOB will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business solutions and services to potential customers & prospects in that territory. It is expected that the AE for LOB be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team.

EXPECTATIONS AND TASKS:

• Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
• Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
• Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other related sales areas (PBMs, Solution Advisors, etc.).
• Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deal
• Leads efforts to establish, develop, and expand market share and revenue attainment within assigned territory
• Works to develop, nurture and govern the relationship with the channel ecosystem.
• Develops sales best practices securing repeatable and expansive opportunities across designated accounts/territory
• Ensures high conversion rate from pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
• Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
• Enables partners to independently drive business leveraging the adequate resources.

WORK EXPERIENCE:

• 5+ years of experience selling business software and/or IT solutions
• Good track record and experience in Software sales across industries in Portugal
• Experience and exposure to indirect business models
• Experience selling to CXO’s
• Proven track record in target achievement
• Demonstrable exposure to AI in the related field.
• Deep local market knowledge and understanding
• Fluency in English and Portuguese languages

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree in related fields (Business / Engineering or Technology)
• Completion of Sales Methodology training preferred
• Communication skills