Strategic Sales Account Executive

Overview Strategic Sales Account Executive Public Sector. SAP description content retained and refined for clarity. 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. 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 Tasks 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, you work directly with SCP customers, leveraging 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 longer-term opportunities. Account Planning 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 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 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 for future 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 skills in best practices (account planning, sales strategy, positioning, negotiation, and execution) Demonstrate leadership in coordinating 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. 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 teams Excellent presentation skills to CXX level audience Strong business acumen, problem solving skills, and ability to analyze complex data Exceptional legal and commercial negotiation skills Compensation & Benefits Compensation Range Transparency: SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the role. The targeted combined range for this position is 256,400 529,000 USD. Actual offers depend on education, skills, experience, scope, location, and selection process. Any variable incentive payout depends on company and personal performance. For benefits, please reference SAP North America Benefits. Equal Opportunity & Accessibility SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities. If you need accommodation or assistance to navigate our website or complete your application, please email Recruiting Operations Team: Careers@sap.com. Qualified applicants will be considered without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Additional Information Requisition ID: 436234 | Work Area: Sales | Expected Travel: 0 40% | Career Status: Professional | Employment Type: Regular Full Time #J-18808-Ljbffr