SAP NS2 - Renewals Account Executive - Boston (175662)

SAP NS2® Renewals Account Executive – Boston 02108

Location: Boston, MA, US (02108)
Ref-Code: 175662
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP is the global market leader for business software and related services, and SAP National Security Services, Inc. (SAP NS2®) is an independent U.S. subsidiary, offering SAP solutions with specialized levels of security and support to meet the requirements of U.S. national security and critical infrastructure customers.

ROLE DESCRIPTION

NS2 is seeking an experienced, self-motivated individual to join our Renewals team in the Boston, MA 02108 area.

Must have prior experience working with renewal initiatives such as up sells on plans and license sales leads. Must have sales experience.  Needs to know how to respond to complex problems or high priority customer inquiries regarding support contracts. Must understand renewal status for accurate revenue forecasting.

The primary responsibility of the Inside Sales Renewal Rep is to build and manage a pipeline of customer install base within their territory.  The Inside Sales Renewal Rep drives opportunity qualifications and manages the opportunities in the pipeline. The focus lies on selling the value of the support contracts and ensuring timely closing of these sales transactions.  As an integral part of the account team, the Inside Sales Renewal Rep leverages other SAP resources, including finance, contracts and presales teams, to drive opportunities to closure. The Inside Sales Renewal Rep closes deals independently and remotely or actively through partners.

EXPECTATIONS & TASKS

DRIVE VOLUME BUSINESS SALES:

  • Identify sales opportunities with SAP’s installed based customers and new accounts by telephone
  • Manage opportunities to develop SAP’s installed base customer accounts
  • Create, build, and nurture customer relationships for assigned accounts
  • Leverage field resources to manage sophisticated transactions as necessary
  • Provide forecast for deals and ensure forecast and pipeline accuracy
  •  Drive volume business sales:

GENERATE VOLUME BUSINESS PIPELINE:

  • Define coverage strategy and an action plan in alignment with the account team
  • Leverage customer relationships to help drive Demand Generation for license opportunities
  • Establish trusted advisor relationships across lines of business that will provide ongoing, accurate account information and future opportunities

ESTABLISH VOLUME BUSINESS APPROACH IN SME:

  • Quickly establish credibility in the virtual account team
  • Provide thought leadership in discussing and communicating account strategy with the virtual account team with a focus on install base
  • Travel to key customer accounts for onsite meetings
  • Collaborate effectively across the organization including License, Services and Presales

QUALIFICATIONS & SKILLS

WORK EXPERIENCE:

  • A minimum of 5 years of experience with Renewals
  • Experience working with the Federal Government preferred
  • Successful experience in multichannel go-to-market models

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Bachelor’s degree, preferably in business or IT-related discipline
  • Proven sales ability and drive
  • Good IT or enterprise resource planning knowledge; an understanding of SAP solutions is an asset
  • Strong problem-solving skills
  • Strong facility with teamwork and an ability to learn and adapt quickly
  • Ability to serve as a trusted advisor to customers
  • Strong customer focus and excellent interpersonal skills
  • Ability to articulate the SAP value proposition clearly in an industry context and to listen actively to customers to identify prioritized customer needs
  • Ability to work independently with a strong drive for results
  • Knowledge and understanding of Indirect channel dynamics
  • U.S. citizenship is required
  • All internals must have manager’s approval to transfer