Strategic Sales Account Executive

Strategic Sales Account Executive - Public SectorWe 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 whats next. The work is challenging but it matters. Youll find a place where you can be yourself, prioritize your wellbeing, and truly belong. Whats in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.Key Areas of Responsibility and TasksParticipate/lead customer-specific account reviews to assist in the development of near-term and long-term opportunities in the SCP customer baseDrive 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 landscapeCurrent application/IT landscape, whitespace, competitive positioning, value driversSales StrategyDrive 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 strategyDevelop and drive sales strategy on individual opportunities through executionActively manage, hold accountable, and course correct the strategy and account team as the cycle progressesHelp define SAP Executive engagement, timing and messaging with Customer C-level executivesDeal ExecutionDevelop 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 landscapeManage complex legal and commercial negotiations across all lines of business through final executionLeverage all required internal field-level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunityBuild/maintain foundational customer relationships based upon trust on which to harvest future business opportunitiesAccountabilityMust own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skillsMaintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycleManage potential escalations to SAP Executive ManagementResponsible for overall delivery of Regional and National SCP revenue targetsMentorshipPurpose of role is to 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 teamsProvide guidance and support at the Regional level via best practice sharingSupport the development of non-SCP IAEs via mentorship, information sharing, account analysis, etc.Preferred Experience10+ years direct, high-performing, quota-carrying sales in complex business software / IT solutionsDemonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive marketDeep understanding of SAP solutions and internal processExperience in leading and directing large virtual teamExcellent presentation skills to CXX level audienceStrong business acumen, problem solving skills, and ability to analyze complex dataExceptional legal and commercial negotiation skillsSAP 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 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.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.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.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. For a summary of SAP benefits and eligibility requirements, please reference this link: SAP North America Benefits.