Territory Account Executive - Northeast

Territory Account Executive

At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Location: Must be located in the Northeast region of the US.

The Territory Account Executive owns the quota on a territory and is responsible for driving associated pipeline and revenue closure (including post sales success revenue). Territory AE's will drive growth in both net new to SAP and in Installed Base business. This role will be a key growth engine for the Corporate segment: accelerating Public Cloud Suite expansion, strengthening the market positioning of SAP Business Data Cloud, and advancing SAP Business AI adoption. The role will prioritize an indirect-first go-to-market approach, leveraging the partner ecosystem as the primary channel to scale growth. Through digital-first engagement models, Territory AE's will drive efficient coverage at scale while maximizing long-term customer lifetime value. They are expected to be predominantly selling through the indirect channel, and they can also transact direct deals in business scenarios where indirect sales are not possible.

The Territory AE role focuses on the following key areas:

• Accountable and responsible for annual revenue goals established for the territory
• Creates, monitors and reviews revenue generation activities in the assigned territory, establishing innovative approaches to generate business via assigned partners and ensures partners execute accordingly
• Coaches partners to generate demand, manage and progress pipeline, forecast and, where needed, to build recovery plans
• Responsible for forecasting in the designated territory
• Drives adoption and consumption (including renewals and upsells) at territory level with partner teams
• Drives partners to delivery against SAP quality standards
• Guides the reporting on sales progress throughout the year
• Identifies deviations from plans and actively engages in measures to deliver defined territory revenue goals

Account & Customer Relationship Management:

• Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions while establishing trusted relationships with customers
• Develop and execute strategic account and territory 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:

• Drive and lead a comprehensive net-new demand program leveraging self-generated outbound activity with extended resources in marketing, business development and partner channels
• Maintain pipeline management, ensuring a healthy and advancing sales funnel through opportunity progression
• Leverage SAP's comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs

Sales Excellence:

• Conduct account and territory research and analysis to identify and execute net new opportunities
• Orchestrate and deploy appropriate internal and partner 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 sales support team and partner ecosystem

What you bring:

• 2+ 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
• Fluent in Business English with proficiency in additional languages considered a plus
• 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

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.

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.