Role type: Permanent / Full-time / W2 Salaried Employee
Salary Targeted: Up to $140k/CAD yr base + commission (50/50 split, OTE 280k)
Number of roles open: 4 (2 bilingual roles in Canada, 2 in the USA)
Start Date: As soon as we identify the right talent!
Location: Work from home / remote from any Canadian location.
Visas?: My client is not sponsoring or renewing visas, applicants must be legally able to work for any US or Canadian employer without requiring a visa / visa renewal.

About The Bilingual Sales Account Executive Opening

The Sales Account Executive is the principal commercial point of contact between my clients' prospects, or clients and Partner organisations for their solutions and services.

The Sales Account Executive is responsible for navigating and uncovering sales opportunities around the SAP and SuccessFactors HCM and Payroll systems as well as related System Integrators ecosystem within the Regional or Geographic Territory that my clients' Business Unit Services and the Sales Account Executive is responsible for.

As the Sales Account Executive, you will be responsible for growing and fostering new business and relationships against target accounts and prospects. A key aspect of the role will involve close engagement with SAP Partners and SAP.

In the role of Sales Account Executive –you will have direct accountability for specific growth of new software sales (Licence and subscription agreements) across new and pre existing customers. In addition you will be responsible for fostering deliberate Partner relationships across NA as part of identifying new business opportunities with such partners.

You will play a vital role in maintaining and growing the company’s positive reputation in the marketplace by actively managing and fostering strong relationships with customers and partners.

You will be considered a thought leader within the Customer and Partner community as it relates to the strategic value of the my clients' HXM Solutions, in alignment to SAP’s future HCM Solution directions.

Reports to

The Sales Account Executive directly reports to the Chief Executive Officer - North America.

Key Results Areas

Developing Product and Services solution expertise. Develop authoritative and comprehensive knowledge pertaining to my clients' products and services, so as to convey product and service knowledge to customers clearly, precisely, and concisely
Prospecting and needs analysis/identification, Maintain a database on possible clients and customers, Effectively identifying potential clients and/or customers and efficiently identifying client or customer needs and propose viable solution(s)
Coordinating with the teams' solution architects and pre-sales resources and Leading Solutions Demonstrations and presentations to interested or potential customers. Conduct demos and presentations to clients and/or customers effectively highlighting product capabilities and value add in usage.
Helping Customers build ROI and Business Cases in support of reaching commercial agreement.
Creating a strategy and plan to move the prospect or customer through to a closure of sale and new business relationship.
Negotiating profitable agreements with end customers.
Uncovering prospective clients for my clients' solutions and services and closing commercial agreements with the customer to procure our solutions and services.
Working with System Integrator and Services Partners who are in a position to influence and drive sales with prospective clients to procure my clients' solutions and Service Offerings.
Account Manage existing customers within a defined territory and uncover new needs which my clients' solutions address, and upsell further solutions and services to the existing customer base in Territory.
Act as a commercial leader to bring the best of my clients' IT offerings to prospective new and existing customers and partners.
Handing over new customers to my clients' customer care and success teams to deliver solutions
Helping ensure payment to agreement terms, by assisting Accounts Receivable function to work with an end customer as the custodian of the commercial relationship with the end customer.

Key Accountabilities

Accountable for achieving the Sales Account Executive Targets as defined and agreed at the start of each financial year for the year ahead.
Actively target new sales within existing and new customers and prospects in the Assigned Sales Territory and other territories or new accounts as agreed with the CEO - NA
Engagement with existing customers and/or new prospects to uncover needs or priority solution areas to present new HXM solutions and value proposition(s).
Engagement with existing customers to stay abreast of current solution usage and identify new solution opportunities and consequent consulting service / training opportunities)
Provide strategic advice to existing customers and/or prospects on the use of my clients' solutions, and outlining how their solutions can significantly create efficiencies and costs savings within their SAP HR and Payroll business processes and practices.
Accountable for the preparation and deliver of timely Software and Consulting Proposals. (Proposals typically involve both Software and Consulting services to ensure deep solution embedment within the customer environment)
Accountable for all Partner planning and engagement activity with the intention to open new opportunities for the Regional business and within the designated Sales Territories.
Accountable for new partner agreements and commercial arrangements in collaboration with the CEO - NA.
Accountable for SAP engagements relevant to your Sales Territory and establishing a regular sales cadence with the SAP AEs to keep abreast of Market activities and possible new business areas.
Actively keep activities, actions and outcomes up to date via the Sales Management System, as agreed with the CEO - NA.
Participate in related marketing activity related to growing solution opportunities within existing Customer and Prospect accounts, such as webinars or trade conferences or customer days etc.
Accountable for the delivery of a Territory Plan as part of any onboarding activities and managed and monitored as part of the weekly reviews, sales cadence calls with the CEO - NA. Territory Plans should be updated on a minimum yearly basis.
Accountable for the delivery of weekly Sales Executive Status reporting
Monthly Travel Plan, when this is applicable only and due to the COVID19 Travel protocols, which may be limiting engagement style or method with customers, prospects and partners to city of residence.
Accountable for maintaining a current/latest level of knowledge of my clients' solution suite, and general current level of knowledge related to the SAP ecosystem solutions such as Success Factors, which are a key enabler to propose suitable solutions that are fit for purpose to the end customer technology environment.

Key Qualifications

Solid knowledge in SAP SuccessFactors (ideally certified in 1 or more modules)
In depth capabilities in SAP HCM Cloud Solutions
Proficient in selling products and services
Exposed to training, project work, and pre-sales
High application of sales concept and techniques
Bilingual English / French skills

Job Qualifications

The applicant or candidate must have/be:

Bachelor degree in any business related fields
At least 3 years experience with SAP Successfactors and SAP HCM Solutions
A wide degree of creativity and initiative
Has the ability and desire to sell.
Excellent communication skills.
Positive, confident and determined approach to things
Resilient with the ability to cope with rejection
Has a high degree of self-motivation and ambition.
Skills to work both independently and as part of a team.
Bilingual French / English skills

Travel: Business travel is typically required and expected as part of the role to service the Sales Territory and to engage with key stakeholders (Customers , Partners, Prospects, Colleagues and Team Members) .

Higher Frog Limited

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Sales Account Executive (Bilingual)