We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Role Summary
The Account Executive (AE) assumes the leadership role within their assigned accounts as well as providing leadership to the sales team. In this capacity, the AE will identify and qualify opportunities within their own assigned accounts, and develop and drive account strategy and executive relationships within each. The AE will achieve an overall revenue goal through the creation of a complete territory business plan that generates at least three times the quota in pipeline opportunity and will be responsible for the quality and strength of the executive relationships within this territory.
The AE will also be responsible for driving the adoption of our advanced Cloud and AI solutions, helping public sector clients leverage these technologies to improve efficiency, reduce costs, and enhance service delivery

Responsibilities

•    Account Leadership: Provide overall account leadership to the SAP virtual account team (VAT) for each assigned account.
•    Strategic Relationships: Establish trusted advisor relationships with executives across functional/divisional areas in each account that will provide the foundation for future business opportunities and ongoing, accurate account information.
•    Resource Orchestration: Orchestrate resources within accounts through the proper deployment of appropriate VAT to meet and exceed customer expectations through successful execution of CEL.

•    Sales Execution: Identify, pursue, and close sales opportunities through the successful execution of CEL.
•    Position SAP: Position SAP to win sales opportunities by developing, communicating, and driving effective selling strategies that are based on valid, customer-specific value propositions, including Cloud and AI solutions.
•    Thought Leadership: Provide thought leadership in discussing and communicating account strategy with other members of the VAT, emphasizing the benefits of Cloud and AI technologies.
•    Pipeline Management: Maintain an accurate, timely, and documented pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management on a regular basis.
•    Competitive Analysis: Continuously gather knowledge of competitors and how to effectively position SAP solutions against them, with a focus on Cloud and AI offerings.
•    Professional Development: Pursue professional and personal development to ensure adequate knowledge of the markets and industries that SAP serves and of the products and services that SAP provides, including Cloud and AI technologies.
•    Best Practices: Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills, particularly in the areas of Cloud and AI.

Expectations and Tasks
•    Provide overall account leadership to the SAP virtual account team (VAT) for each assigned account.
•    Establish trusted advisor relationships with executives across functional/divisional areas in each account that will provide the foundation for future business opportunities and ongoing, accurate account information.

•    Orchestrate resources within accounts through the proper deployment of appropriate VAT to meet and exceed customer expectations through successful execution of CEL.
•    Assume leadership role in account transitions to ensure proper and consistent communication with the customer and virtual customer support team.
•    Assume leadership role in customer team meetings, developing and driving account strategy through VAT for each assigned account.
•    Proactively build and grow successful relationships with SAP strategic partners.
•    Identify, pursue, and close sales opportunities through the successful execution of CEL.
•    Position SAP to win sales opportunities by developing, communicating, and driving effective selling strategies that are based on valid, customer-specific value propositions.
•    Provide thought leadership in discussing and communicating account strategy with other members of the VAT.
•    Maintain an accurate, timely, and documented pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management on a regular basis.
•    Continuously gather knowledge of competitors and how to effectively position SAP solutions against them.
•    Pursue professional and personal development to ensure adequate knowledge of the markets and industries that SAP serves and of the products and services that SAP provides.
•    Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills

 
Work Experience

•    Prior experience in business application software sales required.
•    Experience in ERP selling environment to Public Services, Health, or Transport industries, leading sales role of team selling environment also required.
•    Previous success in handling large transactions over lengthy sales campaigns in a fast-paced, consultative, and competitive market strongly advised.
•    Demonstrated history of achieving a sales quota of US$2 million or more in software revenue.
•    +10 years in Sales

Education and Qualifications / Skills and Competencies

•    Bachelor’s degree or higher strongly preferred.
•    General familiarity with consultative selling training methodologies also preferred.
•    Strong oral and written communication skills

•    Advanced level of English and Spanish.
•    Understanding of Cloud and AI technologies and their applications in the public sector.

 ​Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 431119  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.