【ROLE DESCRIPTION】

The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Key Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

【EXPECTATIONS AND TASKS】

• Engage with customers early in the sales cycle by matching customer needs to solutions .
• Engage customers through impactful storytelling.
• Contribute to creation of overall theme and competitive differentiation (value wedges) and execute dry runs on deals and customer engagements.
• Provide answers to customer inquiries concerning solution topics focusing on driving customer success and business outcomes.
• Embrace consistent messaging and employ digital assets in all customer engagements, including recorded demos, presentations, microsites and other content created by SAP’s Global Digital Content Factory.
• Provide expertise through the customers’ successful deployments and realization of value, as required.
• Expand the D&B footprint by showing how other D&B solutions can be leveraged to address other areas of their business.

【Nice To Have】

• Provide expertise to the account team and to the development of the account strategy.
• Support new sales and adoption by providing solution-specific expertise and competitive differentiation.
• Build knowledge across the customer lifecycle.