Large

At SAP, our purpose is to help the world run better and improve people’s lives. Our promise is to innovate to help our customers run at their best. SAP is committed to helping every customer become a best-run business. We engineer solutions to fuel innovation, foster equality, and spread opportunity across borders and cultures. Together, with our customers and partners, we can transform industries, grow economies, lift up societies, and sustain our environment. #TheBestRu

Technology

Our purpose is to help the world run better and improve people’s lives. 

You should have 10+ years in sales to C-suite in finance and procurement, experience in regulated industries, and success in complex sales, negotiations, and consultative methodologies.

You will lead a sales team, develop strategies, create sales processes, engage with executives, manage pipelines, and collaborate across teams while ensuring successful solution selling and travel as needed.

Sales & Business Development

Reston

<div>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. 
Position Overview
The primary purpose of the Solution Sales Manager, Finance and Spend Management - Regulated Industry is to lead, drive, manage, coach, and develop a team of Finance and Spend Management Solution Sales Executives to consistently attain targeted revenue and profitability goals and set the vision and strategy for the sales team. To accomplish these goals, the Solution Sales Manager must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards, and priorities for the sales team, and ensure that the selling models facilitate market penetration. 
What You Will Do<ul><li>Lead a team of high-caliber sales talent, introduce strong sales processes, support the development of a full pipeline of sales prospects, engage customers and Partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in the pursuit and achievement of sales revenue and profitability.</li><li>Define a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generates competitive advantage on existing markets, and develops consistent new revenue streams that will guarantee short and long-term achievements.</li><li>Develop and apply an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.</li><li>Demonstrate an outstanding execution track along sales cycles, ensuring SAP's sales methodologies and common processes are in place and define clear territory engagement guidelines.</li><li>Monitor and take necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.</li><li>Utilize a disciplined approach for successful solution selling (value Centric Sales Approach), establish, and maintain accurate, timely, and documented sales revenue forecasting procedures, and provide required updates to SAP executive management.</li><li>Ensure there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents.</li><li>Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales and provide meaningful strategic advice to retain and grow their business through integrated solutions.</li><li>Stay current and informed on all targeted sales plays, understand their objectives and relevance, communicate to the Sales team, and ensure all involved know the roles they play in making sales plays successful.</li><li>Work collaboratively with other internal teams within SAP, Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc.</li><li>This is a Field Sales Leadership role which will require up to 50% travel.</li></ul> 
What You Bring<ul><li>Successful experience leading/managing teams selling into the Regulated, State / Local / Education vertical.
</li><li>10+ years of experience selling to Procurement and/or Finance Solutions to C-suite stakeholders. (Finance, Spend and Supplier Management, working capital management, GRC and QTC Solutions)</li><li>Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
</li><li>Demonstrate success negotiating complex contracts.</li><li>Demonstrated knowledge of consultative selling methodologies</li><li>Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to the customer.</li></ul> 
Meet Your Team
Join a dynamic team of enthusiastic Solution Sellers committed to challenging the status quo and bringing innovative technology to the forefront of Finance &amp; Spend Management transformation initiatives.
#LI-NF1<div><div> 
#SAPCSCareers</div></div> 
We win with inclusion
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; 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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements. 
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP&rsquo;s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 256,400 - 529,000 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits. 
Requisition ID: 424478 | Work Area:Sales | Expected Travel: 0 - 50% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

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.
Position Overview
The primary purpose of the Solution Sales Manager, Finance and Spend Management - Regulated Industry is to lead, drive, manage, coach, and develop a team of Finance and Spend Management Solution Sales Executives to consistently attain targeted revenue and profitability goals and set the vision and strategy for the sales team. To accomplish these goals, the Solution Sales Manager must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards, and priorities for the sales team, and ensure that the selling models facilitate market penetration.
What You Will DoLead a team of high-caliber sales talent, introduce strong sales processes, support the development of a full pipeline of sales prospects, engage customers and Partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in the pursuit and achievement of sales revenue and profitability.Define a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generates competitive advantage on existing markets, and develops consistent new revenue streams that will guarantee short and long-term achievements.Develop and apply an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.Demonstrate an outstanding execution track along sales cycles, ensuring SAP's sales methodologies and common processes are in place and define clear territory engagement guidelines.Monitor and take necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.Utilize a disciplined approach for successful solution selling (value Centric Sales Approach), establish, and maintain accurate, timely, and documented sales revenue forecasting procedures, and provide required updates to SAP executive management.Ensure there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents.Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales and provide meaningful strategic advice to retain and grow their business through integrated solutions.Stay current and informed on all targeted sales plays, understand their objectives and relevance, communicate to the Sales team, and ensure all involved know the roles they play in making sales plays successful.Work collaboratively with other internal teams within SAP, Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc.This is a Field Sales Leadership role which will require up to 50% travel.
What You BringSuccessful experience leading/managing teams selling into the Regulated, State / Local / Education vertical.
10+ years of experience selling to Procurement and/or Finance Solutions to C-suite stakeholders. (Finance, Spend and Supplier Management, working capital management, GRC and QTC Solutions)Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
Demonstrate success negotiating complex contracts.Demonstrated knowledge of consultative selling methodologiesProven abilities in managing highly complex organizations and applying risk-mitigation strategies to the customer.
Meet Your Team
Join a dynamic team of enthusiastic Solution Sellers committed to challenging the status quo and bringing innovative technology to the forefront of Finance & Spend Management transformation initiatives.
#LI-NF1
#SAPCSCareers
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 256,400 - 529,000 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 424478 | Work Area:Sales | Expected Travel: 0 - 50% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Solution Sales Manager, Finance and Spend Management - Regulated Industry - SAP

Solution Sales Manager, Finance and Spend Management - Regulated Industry

You need a degree, 5+ years in tech sales, strong communication skills, cloud/platform proficiency, sales success, and knowledge of SAP technologies, data management, and analytics trends.

You will develop sales strategies, pursue opportunities, engage with clients, deliver presentations, address objections, and collaborate with teams to drive adoption of SAP Business Data Cloud solutions.

IT & Cybersecurity

Plano

<div>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.
Position Overview
The SAP Business Data Cloud Senior Solution Sales Executive will drive the sales and market presence of SAP's Business Data Cloud solutions, leveraging AI capabilities to transform businesses. This role demands a comprehensive understanding of SAP technologies, data management, and AI integration to effectively communicate these solutions' value to prospective clients. 
What you&rsquo;ll do/ Key Responsibilities
<ul><li>Sales Strategy and Execution<ul><li>
Develop and execute comprehensive sales strategies to promote SAP Business Data Cloud solutions.</li><li>
Identify and pursue new business opportunities to achieve or exceed sales targets.</li><li>
Conduct market research to stay informed about industry trends and customer needs.</li></ul></li><li>
Customer Engagement and Relationship Management<ul><li>
Build and maintain strong relationships with key stakeholders and decision-makers within client organizations.</li><li>
Engage in consultative conversations to understand customer challenges and propose tailored SAP Business Data solutions.</li><li>
Provide exceptional customer service to ensure client satisfaction and foster long-term partnerships.</li></ul></li><li>
Product Expertise and Demonstration<ul><li>
Serve as a product expert on SAP Business Data Cloud offerings, including AI capabilities.</li><li>
Deliver compelling presentations and demonstrations to showcase the benefits of SAP's data solutions.</li><li>
Address technical objections and guide customers through solution implementation.</li></ul></li><li>
Collaboration and Resource Management<ul><li>
Work closely with internal stakeholders to orchestrate resources that support customer engagements and accelerate deal closure.</li><li>
Strong alignment with the Account teams, Customer Success Partners, &amp; Partner Business Manager to drive successful adoption and consumption of SAP Business Data Cloud technologies</li></ul></li></ul> 
What you bring/ Qualifications
<ul><li>Required:<ul><li>
Bachelor's degree in Business, Information Technology, or a related field.</li><li>
At least 5 years of experience in technology sales or cloud solutions.</li><li>
Proven track record of achieving or exceeding sales quotas.</li><li>
Excellent communication, negotiation, and presentation skills.</li><li>
Ability to articulate complex technical concepts clearly and compellingly.</li><li>
Strong analytical skills with a focus on identifying customer needs and providing solutions.</li></ul></li></ul><ul><li> 
Preferred:<ul><li>
Understanding of SAP technologies, including SAP Datasphere, SAP Analytics Cloud, SAP BW, and SAP Business AI. Generic knowledge about SAP Business Technology Platform is useful.</li><li>
Proficient in cloud platforms (AWS, Azure, Google Cloud) and data engineering tools.</li><li>
Experience in enterprise solution selling focused on data management and AI integration.</li></ul></li><li><ul><li>
Extensive industry network for business development.</li><li>
Knowledge of data engineering, machine learning, AI, and their ecosystem.</li><li>
Ability to articulate Databricks' value propositions to stakeholders.</li><li>
Familiarity with the SAP Business Suite and SAP Line of Business solutions.</li><li>
Awareness of trends in data management, business intelligence, and analytics technologies.</li><li>
Understanding of industries and verticals relevant to SAP&rsquo;s data and analytics solutions, and verticals that are key markets for SAP&rsquo;s data and analytics solutions.</li></ul></li></ul>
#ICC25 
Meet your team
The Business Data Cloud sales business division at SAP is continuously growing and has a very important role since these solutions are increasingly becoming the backbone for customers in all industries.
#CS2X
We win with inclusion
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; 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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP&rsquo;s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 186,800 - 397,300 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 417132 | Work Area:Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

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.
Position Overview
The SAP Business Data Cloud Senior Solution Sales Executive will drive the sales and market presence of SAP's Business Data Cloud solutions, leveraging AI capabilities to transform businesses. This role demands a comprehensive understanding of SAP technologies, data management, and AI integration to effectively communicate these solutions' value to prospective clients.
What you’ll do/ Key Responsibilities
Sales Strategy and Execution
Develop and execute comprehensive sales strategies to promote SAP Business Data Cloud solutions.
Identify and pursue new business opportunities to achieve or exceed sales targets.
Conduct market research to stay informed about industry trends and customer needs.
Customer Engagement and Relationship Management
Build and maintain strong relationships with key stakeholders and decision-makers within client organizations.
Engage in consultative conversations to understand customer challenges and propose tailored SAP Business Data solutions.
Provide exceptional customer service to ensure client satisfaction and foster long-term partnerships.
Product Expertise and Demonstration
Serve as a product expert on SAP Business Data Cloud offerings, including AI capabilities.
Deliver compelling presentations and demonstrations to showcase the benefits of SAP's data solutions.
Address technical objections and guide customers through solution implementation.
Collaboration and Resource Management
Work closely with internal stakeholders to orchestrate resources that support customer engagements and accelerate deal closure.
Strong alignment with the Account teams, Customer Success Partners, & Partner Business Manager to drive successful adoption and consumption of SAP Business Data Cloud technologies
What you bring/ Qualifications
Required:
Bachelor's degree in Business, Information Technology, or a related field.
At least 5 years of experience in technology sales or cloud solutions.
Proven track record of achieving or exceeding sales quotas.
Excellent communication, negotiation, and presentation skills.
Ability to articulate complex technical concepts clearly and compellingly.
Strong analytical skills with a focus on identifying customer needs and providing solutions.
Preferred:
Understanding of SAP technologies, including SAP Datasphere, SAP Analytics Cloud, SAP BW, and SAP Business AI. Generic knowledge about SAP Business Technology Platform is useful.
Proficient in cloud platforms (AWS, Azure, Google Cloud) and data engineering tools.
Experience in enterprise solution selling focused on data management and AI integration.
Extensive industry network for business development.
Knowledge of data engineering, machine learning, AI, and their ecosystem.
Ability to articulate Databricks' value propositions to stakeholders.
Familiarity with the SAP Business Suite and SAP Line of Business solutions.
Awareness of trends in data management, business intelligence, and analytics technologies.
Understanding of industries and verticals relevant to SAP’s data and analytics solutions, and verticals that are key markets for SAP’s data and analytics solutions.
#ICC25
Meet your team
The Business Data Cloud sales business division at SAP is continuously growing and has a very important role since these solutions are increasingly becoming the backbone for customers in all industries.
#CS2X
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 186,800 - 397,300 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 417132 | Work Area:Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Senior Solution Sales Executive - SAP Business Data Cloud (BDC) Utilities Central - SAP

Senior Solution Sales Executive - SAP Business Data Cloud (BDC) Utilities Central

You need 15+ years in software/IT sales, 5+ in database management and AI, strong CXO engagement, proven success in targets, a related degree, and relevant sales certifications.

You will drive revenue by identifying opportunities, creating account plans, collaborating with teams, managing sales cycles, and implementing best practices to expand market share.

Cincinnati

<div>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.
Overview: We are seeking a highly skilled and motivated Senior Solution Sales Executive to join our Business Technology Platform (BTP) team. In this role, you will be responsible for driving revenue growth by developing strategic relationships and generating pipeline opportunities within your designated territory. 
What You Will Do
As the Senior Solution Sales Executive BTP, your primary objective will be to achieve your overall revenue goals by creating a robust territory business plan generating at least 5x your quota in pipeline opportunities. Key responsibilities include:<ul><li>
Revenue Generation: Identify and qualify opportunities while developing and executing strategies to drive sales success.</li><li>
Territory Development: Create an opportunity plan that effectively communicates the value proposition of SAP&rsquo;s targeted line of business solutions to potential customers and prospects.</li><li>
Collaboration: Work closely with the Sales Manager and team to implement programs that enhance pipeline growth and facilitate deal closure.</li><li>
Account Planning: Collaborate with the Value Added Team (VAT) to educate target accounts on BTP solutions and strategize for key accounts.</li><li>
Sales Cycle Management: Uncover and manage sales cycle opportunities to maximize engagement with prospects.</li><li>
Market Expansion: Lead initiatives to establish, develop, and expand market share and drive revenue within assigned accounts.</li><li>
Sales Best Practices: Develop and implement sales best practices to ensure repeatable success across named accounts.</li></ul>
What You Bring<ul><li>
Experience: Minimum of 15 years of sales experience in business software and/or IT solutions, with at least 5 years specializing in database management solutions, data integration, AI solutions, and application development (low-code/no-code technologies and middleware).</li><li>
Executive Engagement: Proven experience selling to CXOs with a strong track record of managing large accounts and facilitating technology discussions.</li><li>
Achievement Orientation: Demonstrated success in meeting targets and driving new business opportunities.</li></ul> 
Education<ul><li>
Bachelor&rsquo;s degree in Business, Engineering, Technology, or a related field.</li><li>
Relevant sales certifications such as Challenger Training, SPIN Selling, Sandler Training, and technology-specific certifications are beneficial.</li></ul> 
Meet Your Team
Join a dynamic team of enthusiastic technology evangelists who are committed to challenging the status quo and bringing innovative technology to the forefront of transformation initiatives. We believe the Business Technology Platform (BTP) is key to modernizing ERP landscapes and empowering business processes with Generative AI capabilities, all while harnessing the power of data. 
#CS2X
We win with inclusion
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; 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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP&rsquo;s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 186,800 - 397,300 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 417079 | Work Area:Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

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.
Overview: We are seeking a highly skilled and motivated Senior Solution Sales Executive to join our Business Technology Platform (BTP) team. In this role, you will be responsible for driving revenue growth by developing strategic relationships and generating pipeline opportunities within your designated territory.
What You Will Do
As the Senior Solution Sales Executive BTP, your primary objective will be to achieve your overall revenue goals by creating a robust territory business plan generating at least 5x your quota in pipeline opportunities. Key responsibilities include:
Revenue Generation: Identify and qualify opportunities while developing and executing strategies to drive sales success.
Territory Development: Create an opportunity plan that effectively communicates the value proposition of SAP’s targeted line of business solutions to potential customers and prospects.
Collaboration: Work closely with the Sales Manager and team to implement programs that enhance pipeline growth and facilitate deal closure.
Account Planning: Collaborate with the Value Added Team (VAT) to educate target accounts on BTP solutions and strategize for key accounts.
Sales Cycle Management: Uncover and manage sales cycle opportunities to maximize engagement with prospects.
Market Expansion: Lead initiatives to establish, develop, and expand market share and drive revenue within assigned accounts.
Sales Best Practices: Develop and implement sales best practices to ensure repeatable success across named accounts.
What You Bring
Experience: Minimum of 15 years of sales experience in business software and/or IT solutions, with at least 5 years specializing in database management solutions, data integration, AI solutions, and application development (low-code/no-code technologies and middleware).
Executive Engagement: Proven experience selling to CXOs with a strong track record of managing large accounts and facilitating technology discussions.
Achievement Orientation: Demonstrated success in meeting targets and driving new business opportunities.
Education
Bachelor’s degree in Business, Engineering, Technology, or a related field.
Relevant sales certifications such as Challenger Training, SPIN Selling, Sandler Training, and technology-specific certifications are beneficial.
Meet Your Team
Join a dynamic team of enthusiastic technology evangelists who are committed to challenging the status quo and bringing innovative technology to the forefront of transformation initiatives. We believe the Business Technology Platform (BTP) is key to modernizing ERP landscapes and empowering business processes with Generative AI capabilities, all while harnessing the power of data.
#CS2X
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 186,800 - 397,300 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 417079 | Work Area:Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Senior Solution Sales Executive, Business Technology Platform (BTP) Midwest - SAP

Senior Solution Sales Executive, Business Technology Platform (BTP) Midwest

You must have 5+ years in complex software sales, proven success in large transactions, strong negotiation skills, exceptional communication, and the ability to innovate in a matrix organization.

You will manage customer accounts, develop strategic plans, maintain sales pipelines, leverage resources, identify upsell opportunities, and lead teams to achieve revenue targets.

Customer Relations

Miami

<div>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. 
What you'll do: 
The 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:<ul><li> 
Account &amp; Customer Relationship Management:</li></ul> 
<ul><li>
Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.</li></ul> 
<ul><li>
Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.</li></ul> 
<ul><li>
Gain a comprehensive understanding of each customer&rsquo;s technology landscape, strategic goals, and competitive environment.</li></ul><ul><li> 
Demand Generation, Pipeline, and Opportunity Management:</li></ul> 
<ul><li>
Maintain pipeline management, ensuring a healthy and advancing sales funnel.</li></ul> 
<ul><li>
Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.</li></ul> 
<ul><li>
Utilize SAP&rsquo;s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.</li></ul><ul><li> 
Sales Excellence:</li></ul> 
<ul><li>
Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.</li></ul> 
<ul><li>
Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the &quot;OneSAP&quot; approach.</li></ul> 
<ul><li>
Stay informed about SAP&rsquo;s competition and position SAP solutions effectively against them.</li></ul> 
<ul><li>
Maintain accurate customer and pipeline information within CRM systems.</li></ul><ul><li> 
Leading a (Virtual) Account Team:</li></ul> 
<ul><li>
Lead and orchestrate remote and cross-functional teams to align with the customer&rsquo;s strategic objectives.</li></ul> 
<ul><li>
Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.</li></ul> 
<ul><li>
Maximize the value derived from SAP&rsquo;s extensive sales support ecosystem.</li></ul> 
What you bring: 
<ul><li>
5+ years of experience in sales of complex business software/IT solutions.</li></ul> 
<ul><li>
Proven success in business application software sales and leading team-selling environments.</li></ul> 
<ul><li>
Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.</li></ul> 
<ul><li>
Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.</li></ul> 
Soft skills: 
<ul><li>
Exceptional communication, both verbal and non-verbal.</li></ul> 
<ul><li>
Strategic thinking with a high degree of creativity and innovation.</li></ul> 
<ul><li>
Strong executive presence and results-driven mindset.</li></ul> 
<ul><li>
Ability to work across multiple teams within a matrix organization.</li></ul> 
#CS2X 
#LI-RC4 
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&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; 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. 
Requisition ID: 424220 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

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.
What you'll do:
The 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:
Account & Customer Relationship Management:

Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.

Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.

Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.
Demand Generation, Pipeline, and Opportunity Management:

Maintain pipeline management, ensuring a healthy and advancing sales funnel.

Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.

Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
Sales Excellence:

Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.

Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.

Stay informed about SAP’s competition and position SAP solutions effectively against them.

Maintain accurate customer and pipeline information within CRM systems.
Leading a (Virtual) Account Team:

Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.

Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.

Maximize the value derived from SAP’s extensive sales support ecosystem.
What you bring:

5+ years of experience in sales of complex business software/IT solutions.

Proven success in business application software sales and leading team-selling environments.

Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.

Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
Soft skills:

Exceptional communication, both verbal and non-verbal.

Strategic thinking with a high degree of creativity and innovation.

Strong executive presence and results-driven mindset.

Ability to work across multiple teams within a matrix organization.
#CS2X
#LI-RC4
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.
Requisition ID: 424220 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Account Executive - South (Florida Accounts) - SAP

Account Executive - South (Florida Accounts)

You need 8-12 years in sales, experience in U.S. utilities, strong negotiation and communication skills, the ability to solve customer challenges, and a proven track record in managing opportunities.

You will generate demand, execute sales strategies, build relationships with decision-makers, deliver proposals, and stay informed on industry trends and SAP solutions to drive customer success.

Atlanta

<div>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.
The Opportunity 
SAP Services Account Executives (SAE) enable customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy. As the key customer-facing asset in our Services Sales organization, the SAE is responsible for positioning SAP Services as the differentiated partner that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies. 
The primary focus of the Services Account Executive is to embrace a Customer-First mentality. With core focus on the customer, the SAE works with a cross-section of talented and energetic SAP account team members to drive demand across the SAP Services portfolio. Customer engagement models range from fundamental engineering services in a Value-Assurance capacity to a fully integrated service delivery model involving innovation, core consulting, and premium support services. The successful SAE is able to articulate the full E2E transformation journey to our customers while striving to optimize consumption of SAP Services and technology. 
Responsibilities 
Demand Generation: Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges; Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities; Ensure adequate pipeline coverage by leveraging the breadth of SAP Services&rsquo; entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities; Continuously review and update territory and opportunity plans based on a dynamic customer environment. 
Sales Execution: Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle. Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models; Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations that ensure customer success; Lead formulation and delivery of formal services proposals, RFP responses, Statements of Work (SOW); Update, maintain, and accurately report out regular updates to sales forecast. 
Brand Ambassador: Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior; Embrace SAP&rsquo;s purpose-driven culture to help the world run better and improve people&rsquo;s lives; Maintain situational awareness of SAP marketing and brand identity campaigns; Be prepared to interact with and present to 'C' level executives at SAP Customers. 
Technology Industry Leader: Continue to research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business; Be aware of, understand, and participate in professional association activities relevant to customer&rsquo;s industry; Maintain knowledge and understanding of tech industry trends and the practical applications of emerging technologies (e.g.., IoT, Machine Learning, Blockchain, AI) Leverage social media and other tools to expand awareness of SAP innovations; Proactively position SAP&rsquo;s thought leadership role in business process transformation and technology advancement. 
Qualifications &amp; Skills 
Minimum of 8 -12 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management. SAP product and prior enterprise business application software or implementation experience is preferred. 
Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
Proven experience with identifying opportunities and managing them through sales process from inception to close
Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
Prior sales experience with the U.S. Utilities / Energy &amp; Natural Resources industries and general knowledge of the technology decision process
Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions 
Experience leading and influencing a team without direct reporting authority 
Ability to adapt and function effectively in fast-paced, changing environment 
Personal Characteristics Required 
Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
Independence: functions successfully without much supervision and stays focused.
Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
Empathy: Be able to adapt to a customer&rsquo;s behavior and changing moods/behavior
Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills 
We win with inclusion
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; 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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements. 
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP&rsquo;s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 233700 - 397300(USD) USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits. 
Requisition ID: 423832 | Work Area:Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

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.
The Opportunity
SAP Services Account Executives (SAE) enable customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy. As the key customer-facing asset in our Services Sales organization, the SAE is responsible for positioning SAP Services as the differentiated partner that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies.
The primary focus of the Services Account Executive is to embrace a Customer-First mentality. With core focus on the customer, the SAE works with a cross-section of talented and energetic SAP account team members to drive demand across the SAP Services portfolio. Customer engagement models range from fundamental engineering services in a Value-Assurance capacity to a fully integrated service delivery model involving innovation, core consulting, and premium support services. The successful SAE is able to articulate the full E2E transformation journey to our customers while striving to optimize consumption of SAP Services and technology.
Responsibilities
Demand Generation: Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges; Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities; Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities; Continuously review and update territory and opportunity plans based on a dynamic customer environment.
Sales Execution: Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle. Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models; Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations that ensure customer success; Lead formulation and delivery of formal services proposals, RFP responses, Statements of Work (SOW); Update, maintain, and accurately report out regular updates to sales forecast.
Brand Ambassador: Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior; Embrace SAP’s purpose-driven culture to help the world run better and improve people’s lives; Maintain situational awareness of SAP marketing and brand identity campaigns; Be prepared to interact with and present to 'C' level executives at SAP Customers.
Technology Industry Leader: Continue to research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business; Be aware of, understand, and participate in professional association activities relevant to customer’s industry; Maintain knowledge and understanding of tech industry trends and the practical applications of emerging technologies (e.g.., IoT, Machine Learning, Blockchain, AI) Leverage social media and other tools to expand awareness of SAP innovations; Proactively position SAP’s thought leadership role in business process transformation and technology advancement.
Qualifications & Skills
Minimum of 8 -12 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management. SAP product and prior enterprise business application software or implementation experience is preferred.
Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
Proven experience with identifying opportunities and managing them through sales process from inception to close
Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
Prior sales experience with the U.S. Utilities / Energy & Natural Resources industries and general knowledge of the technology decision process
Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
Experience leading and influencing a team without direct reporting authority
Ability to adapt and function effectively in fast-paced, changing environment
Personal Characteristics Required
Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
Independence: functions successfully without much supervision and stays focused.
Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior
Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
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, in compliance with applicable federal, state, and local legal requirements.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 233700 - 397300(USD) USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 423832 | Work Area:Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

SAP

Mission