Strategic Sales Account Executive

We help the world run better At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Strategic Sales Account Executive - Public Sector

Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximize revenue across all lines of business under the most favorable terms possible to SAP. From deal strategy through commercial execution, he/she works directly with SCP customers, leveraging all internal resources (Industry, VE, Sales, Consulting, Revenue Recognition, Pricing, Contracts, etc.) to create, develop, and manage opportunities to a mutually agreeable outcome.

On average, the position will manage 2-3 ‘must win’ accounts per quarter, while also focusing on the development of longer terms opportunities.

• Participate/lead customer-specific account reviews to assist in the development of near-term and long-term opportunities in the SCP customer base
• Drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution:
• Customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape
• Current application/IT landscape, whitespace, competitive positioning, value drivers

• Drive coordination across all lines of business to gather required building blocks (historical investment pattern, validated demand, financial analysis, benefits statement, delivery horizon) to formulate the appropriate deal strategy
• Develop and drive sales strategy on individual opportunities through execution
• Actively manage, hold accountable, and course correct the strategy and account team as the cycle progresses
• Help define SAP Executive engagement, timing and messaging with Customer C-level executives

• Develop and present professional grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering.
• Must be able to address questions, concerns, and prepare countermeasures in competitive landscape
• Manage complex legal and commercial negotiations across all lines of business through final execution
• Leverage all required internal field-level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunity
• Build/maintain foundational customer relationships based upon trust on which to harvest future business opportunities

• Must own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skills
• Maintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycle
• Manage potential escalations to SAP Executive Management
• Responsible for overall delivery of Regional and National SCP revenue targets
• Purpose of role is work with IAE/GAD/VAT throughout the process to enhance their skills in best practices (account planning, sales strategy, positioning, negotiation, and execution)
• Demonstrate leadership skills in the orchestration of cross-functional teams
• Provide guidance and support at the Regional level via best practice sharing
• Support the development of non-SCP IAEs via mentorship, information sharing, account analysis, etc.

• 10+ years direct, high-performing, quota-carrying sales in complex business software / IT solutions
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
• Deep understanding of SAP solutions and internal process
• Experience in leading and directing large virtual team
• Excellent presentation skills to CXX level audience
• Strong business acumen, problem solving skills, and ability to…