Senior Account Executive (AE) - Public Sector

equisition ID: 420332
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Hiring Manager: Nazia Pillay

ecruiter Name: Stephen BRADY

OMPANY DESCRIPTION

s market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

What you'll do:

he Senior Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

• ccount & Customer Relationship Management: S
  • erve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
  D
  • evelop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  G
  • ain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.
  D
• emand Generation, Pipeline, and Opportunity Management: M
  • aintain pipeline management, ensuring a healthy and advancing sales funnel.
  L
  • everage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
  U
  • tilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
  ·
• • ales Excellence: C
• • onduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
  O
  • rchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
  S
  • tay informed about SAP’s competition and position SAP solutions effectively against them.
  M
  • aintain accurate customer and pipeline information within CRM systems.
  L
• eading a (Virtual) Account Team: L
  • ead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
  E
  • nsure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
  M
  • aximize the value derived from SAP’s extensive sales support ecosystem.
  W

hat you bring:

• 0+ years of experience in sales of complex business software/IT solutions.
P
• roven success in business application software sales and leading team-selling environments.
D
• emonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
S
• trong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.

S

oft skills:

• xceptional communication, both verbal and non-verbal.
S
• trategic thinking with a high degree of creativity and innovation.
S
• trong executive presence and results-driven mindset.
A
• bility to work across multiple teams within a matrix organization.

M

eet your team:

• oin a highly motivated team with a deep understanding of SAP’s solution portfolio.
E
• ngage in collaborative work with SAP leadership and industry teams to drive customer success.
A
• lign with product/solution management teams to enhance your strategic engagements.
L
• everage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

AP'S DIVERSITY COMMITMENT

o harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.