Strategic Account Executive - SAP Automation

To excel as a Strategic Account Executive at Precisely, you’ll need at least 4 years of successful territory sales experience in enterprise software sales. Strong analytical skills, presentation abilities, and expertise in selling technical software solutions are essential. Familiarity with SAP or other ERP systems, along with process automation knowledge, will give you a competitive edge in delivering value to our clients.

As a Strategic Account Executive at Precisely, you will build relationships with enterprise clients by proactively engaging with decision-makers. Your primary responsibilities will include prospecting new business, maintaining existing relationships, defining and implementing strategic sales plans, and collaborating with internal teams to develop tailored solutions that meet the client's business needs.

Precisely embraces a work-from-anywhere culture that fosters openness, collaboration, and diversity. With teams distributed across 30 countries, we celebrate individuality while uniting around our core values. This environment not only promotes professional growth but also emphasizes community building among employees.

In the role of Strategic Account Executive at Precisely, you'll primarily engage with enterprise clients, which includes navigating pathways into corporate accounts across various sectors such as finance, human resources, and IT. Understanding their unique business challenges will be essential in delivering tailored solutions that drive impactful results.

To qualify for the Strategic Account Executive role at Precisely, candidates should possess a proven track record in B2B sales with a focus on enterprise software solutions. While a degree is preferred, extensive relevant experience can also be accepted in place of formal education. Candidates should also demonstrate a solid understanding of data management practices and an analytical approach to sales.

Start by emphasizing the importance of understanding the client's business needs through careful listening and insightful questioning. Discuss your strategy to cultivate trust and rapport over time, showcasing examples from your experience where building strong relationships led to successful outcomes.

Outline a strategic approach that includes market research to identify potential clients, setting clear objectives, and developing tailored value propositions. Share how you leverage tools like CRM systems to track leads and establish prioritized communication plans, aligning your efforts with the overall business goals.

Discuss specific consultative sales techniques that focus on uncovering client pain points and aligning solutions to address those issues. Mention the importance of storytelling in presentations, showcasing your successes through case studies or data-driven results that demonstrate value.

Explain your method for maintaining a robust sales pipeline through regular engagement with prospects and clients. Highlighting the importance of data analysis in forecasting, you can mention how you use historical data and trend analysis to make informed predictions and adjustments throughout the sales cycle.

Emphasize the significance of collaboration with other departments such as marketing and customer support in creating seamless experiences for clients. Discuss how you involve your team in brainstorming sessions to elevate account strategy and ensure alignment in messaging and objectives.

Share your routine of attending industry conferences, participating in webinars, and engaging with professional networks. Maintaining a habit of reading relevant publications and following influential industry leaders can also be mentioned as essential ways to keep your knowledge current.

Select a real experience where you encountered resistance from a client or faced competitive pressure. Outline the steps you took to analyze the situation, adapt your approach, and eventually turn it into a positive outcome, demonstrating your resilience and problem-solving skills.

Discuss your familiarity with Salesforce.com or similar CRM tools, detailing how you use them to manage leads, track customer interactions, and analyze sales performance. Providing examples of how CRM data informed your decision-making can illustrate your competency.

Explain your structured approach to handling objections, which involves actively listening, empathizing with client concerns, and reframing their objections into opportunities. Provide an example where this method allowed you to successfully turn a hesitant client into a satisfied customer.

Outline your approach to customizing solutions based on the unique requirements of different industries. Discuss the importance of leveraging market research and drawing from past experiences in similar sectors to establish credibility and demonstrate value effectively.