Services Sr. Account Executive (Federal)

SAP Federal Services Account Executive (SAE)

SAP Federal Services Account Executive (SAE) is the key customer-facing asset in our SAP Public Services Professional Services Sales organization; the SAE is responsible for positioning SAP Professional Services as the differentiated partner to help our clients accelerate time-to-value while controlling implementation and operational costs on their path toward digital transformation.

Conduct detailed research and comprehensive analysis on the specific customer's business imperatives and challenges to drive demand generation. 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. Build strong internal relationships with license/cloud sales, alliance partners, services delivery, and product management. Manage the revenue of your territory and all programs you sell to your customers. Play a key role on program governance of key accounts in your territory. Build deep consultative relationships with your customers by getting an intimate understanding of their business challenges. Be an expert in sales execution by understanding the customer's decision-making process and developing relationships with key decision makers and progressing deals through the sales cycle.

Experience and Role Requirements Minimum of 5 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management. Industry experience and / or with Federal Government. Understanding and experience with Cloud implementation methodologies. Experience with Cloud Governance and Execution. SAP product and prior enterprise business application software or implementation experience is preferred. Prior sales experience desired. Familiar methodologies that build and qualify health pipeline multiples. Demonstrates consistent bookings and revenue achievement. 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 complex consulting engagements. Ability to adapt and function effectively and independently in a fast-paced, changing environment.

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 annual combined range for this position is 186800-397300USD. 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.