Account Executive – New Business and Installed Base (Portuguese Market)
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Role Description
Challenge yourself by selling the intrinsic value of SAP’s software solutions to new customers. Grow your career with one of the most successful field sales organizations in the world as an Account Executive – New Business and Installed Base (Portuguese Market).
The primary responsibility of the Account Executive is to identify, develop, and close new business opportunities within the Portuguese market. This role focuses on building a strong pipeline of new and existing accounts, driving software license and cloud subscription growth through consultative and value‑based selling.
As a key member of the SAP sales organization, the Account Executive will leverage SAP’s ecosystem — including presales, marketing, SDEs and partners — to maximize coverage, accelerate deal cycles, and ensure customer success. The position is results‑driven, requiring a combination of strategic thinking, commercial acumen, and strong execution discipline.
Expectations and Tasks
* Drive new business generation by identifying and engaging with potential customers across assigned territories.
* Develop and manage a robust sales pipeline focused on new logo acquisition.
* Build and nurture trusted relationships with key stakeholders at prospect organizations.
* Execute effective prospecting strategies, including outbound calls, digital engagement, and networking activities.
* Collaborate with presales and solution experts to design proposals and demonstrations aligned with customer needs.
* Leverage partner ecosystem to expand reach and accelerate opportunities.
* Deliver accurate forecasting and pipeline reporting through SAP’s CRM tools.
* Define and execute a territory coverage strategy, ensuring strong engagement across target industries.
* Act as the single point of contact for all commercial discussions during the sales cycle.
* Maintain deep understanding of SAP’s solution portfolio and communicate its value in the context of customer challenges.
* Meet or exceed quarterly and annual sales targets through disciplined pipeline management and execution.
Work Experience
* 3–5 years of experience in complex B2B software or SaaS sales, with a proven record of closing new business.
* Demonstrated success in new customer acquisition, preferably within enterprise or mid‑market segments.
* Experience working in multichannel go‑to‑market models, including direct and partner‑led sales.
Education and Qualifications / Skills and Competencies
* Native Portuguese and fluent English (mandatory).
* Bachelor’s degree, preferably in Business Administration, IT, Engineering, or related discipline.
* Strong sales drive and ability to identify and close opportunities independently.
* Solid understanding of enterprise software and cloud solutions; SAP product knowledge is a plus.
* Excellent communication and negotiation skills, with the ability to engage at C‑level.
* Proven ability to act as a trusted advisor, understanding customer challenges and aligning technology value.
* High level of autonomy, organization, and resilience in achieving results.
* Strong teamwork orientation and ability to collaborate effectively with internal and external stakeholders.
* Familiarity with the Portuguese market dynamics and business culture.
Equal Employment Opportunity Statement
Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 441134 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
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