SAP
Strategic Sales Account Executive – Public Sector
Key Areas of Responsibility and Tasks
Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximise revenue across all lines of business under the most favourable terms possible to SAP. From deal strategy through commercial execution, you work 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‑term opportunities.
Account Planning: Participate/lead customer‑specific account reviews, drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution. This includes customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape, current application/IT landscape, whitespace, competitive positioning, value drivers.
Sales Strategy: 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.
Deal Execution: Develop and present professional‑grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering; address questions, concerns, and prepare counter‑measures in competitive landscape; manage complex legal and commercial negotiations across all lines of business through final execution; leverage required internal field‑level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximising revenue and preserving future opportunity; build/maintain foundational customer relationships based upon trust to harvest future business opportunities.
Accountability: 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.
Mentorship: 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.
Preferred Experience
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 C‑level audience.
Strong business acumen, problem solving skills, and ability to analyse complex data.
Exceptional legal and commercial negotiation skills.
Compensation Range Transparency : The targeted combined range for this position is $256,400 – $529,000 USD. The actual amount to be offered will be within that range, dependent upon the key aspects of each case including education, skills, experience, scope of the role, location, etc. (as determined through the selection process). Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance.
AI Usage in the Recruitment Process For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Please note that any violation of these guidelines may result in disqualification from the hiring process.
Equal Employment Opportunity Statement Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.
Inclusion Statement SAP’s culture of inclusion, focus on health and well‑being, and flexible working models help ensure everyone feels included and can run at their best. We believe we are made stronger by the unique capabilities and qualities each person brings to our company, and we invest in our employees to inspire confidence and help everyone realise their full potential.
Accessibility Accommodations
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you need accommodation or special assistance to navigate our website or to complete your application, please send an e‑mail to Recruiting Operations Team: Careers@sap.com.
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Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximise revenue across all lines of business under the most favourable terms possible to SAP. From deal strategy through commercial execution, you work 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‑term opportunities.
Account Planning: Participate/lead customer‑specific account reviews, drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution. This includes customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape, current application/IT landscape, whitespace, competitive positioning, value drivers.
Sales Strategy: 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.
Deal Execution: Develop and present professional‑grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering; address questions, concerns, and prepare counter‑measures in competitive landscape; manage complex legal and commercial negotiations across all lines of business through final execution; leverage required internal field‑level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximising revenue and preserving future opportunity; build/maintain foundational customer relationships based upon trust to harvest future business opportunities.
Accountability: 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.
Mentorship: 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.
Preferred Experience
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 C‑level audience.
Strong business acumen, problem solving skills, and ability to analyse complex data.
Exceptional legal and commercial negotiation skills.
Compensation Range Transparency : The targeted combined range for this position is $256,400 – $529,000 USD. The actual amount to be offered will be within that range, dependent upon the key aspects of each case including education, skills, experience, scope of the role, location, etc. (as determined through the selection process). Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance.
AI Usage in the Recruitment Process For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Please note that any violation of these guidelines may result in disqualification from the hiring process.
Equal Employment Opportunity Statement Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.
Inclusion Statement SAP’s culture of inclusion, focus on health and well‑being, and flexible working models help ensure everyone feels included and can run at their best. We believe we are made stronger by the unique capabilities and qualities each person brings to our company, and we invest in our employees to inspire confidence and help everyone realise their full potential.
Accessibility Accommodations
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you need accommodation or special assistance to navigate our website or to complete your application, please send an e‑mail to Recruiting Operations Team: Careers@sap.com.
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