Mid-Market Account Executive

Job Overview

Concur, a part of SAP, is seeking a proven sales professional to prospect and sell directly to mid-market companies (organizations with less than 300 UK employees) via telephone and internet presentations in a defined geographic territory. The Sales representative will be responsible for the entire sales cycle along with supporting the customer experience and collecting information important to further sales and support of this market. This role is 100% new business. Position reports to the Sales Director.

Responsibilities

• Achieve sales objectives primarily through selling Concur expense and AP invoice software solutions to new customers and through sales of additional services 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 communicate activities to sales management

Position Requirements: Education, Experience & Training

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

Job Specific Specialized Knowledge & Skills

• Highly motivated and able to work independently
• Sandler Sales Methodology, Challenger Sale or MEDDIC training is advantageous
• Creative problem solver
• 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
• Adapt 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 and 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 and corporate integrity

SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities. If you require accommodation or special assistance to navigate our website or complete your application, please email Recruiting Operations Team at Careers@sap.com.

A background check may be required for successful candidates.

AI Usage in the Recruitment Process

Guidelines for Ethical Usage of AI in the Recruiting Process. Please note that any violation of these guidelines may result in disqualification from the hiring process.

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