Services Senior Account Executive (A&D)

The Opportunity The Aerospace & Defense (A&D) industry is undergoing a critical transformation driven by the imperative for resilient supply chains, smart manufacturing (Industry 4.0), regulatory modernization, and digital continuity across complex programs. The commercial Defense Industrial Base (DIB) — companies such as Northrop Grumman, GE Aerospace, RTX (Raytheon Technologies), Lockheed Martin, and L3Harris — is investing aggressively in enterprise technology to maintain competitive advantage and meet next‑generation mission demands. We are seeking a Senior Services Account Executive (SAE) to join SAP’s Public Sector Services Sales organization, specifically covering the commercial Aerospace & Defense segment. This T4‑level advisory sales role focuses on selling complex SAP Professional Services engagements to the defense industrial base, owning one major anchor account and three to four additional strategic accounts, with an annual quota of approximately $12–$15 million in Total Contract Value (TCV). Key Responsibilities Strategic Account Leadership & Demand Generation Own the Account Strategy: Conduct deep research and comprehensive analysis on assigned accounts’ specific business imperatives (e.g., program profitability, complex MRO, ITAR/regulatory compliance, supply‑chain resilience). Understand the manufacturing‑focused terminology and operational realities of aerospace manufacturing. Territory Planning: Develop and execute a territory plan across anchor and supporting accounts, leveraging Industry Value Advisors, Marketing, Delivery Executives, and Alliance Partners to build a robust pipeline (4x coverage target). Drive the Digital Thread: Position services that support the full lifecycle of A&D products — from design through manufacturing to sustainment and operations — helping customers navigate the shift to the Cloud (RISE with SAP, S/4HANA). Advisory Sales Execution & Relationship Management Consultative Selling: Build deep, trusted relationships with C‑level executives (CIOs, CTOs, COOs) and senior program managers by demonstrating an intimate understanding of their operational challenges. Execute concise, meaningful conversations at the executive level while also engaging deeply on technical and delivery specifics. Deal Management: Navigate complex, multi‑stakeholder decision‑making processes across geographically dispersed client organizations. Manage the full sales cycle from qualification to close, ensuring deal structures meet SAP’s profitability goals and the customer’s value requirements. Meet both TCV and Contract Value (CV) quota metrics. Internal Collaboration: Act as the “Services Captain,” building strong internal bridges with License/Cloud Sales (AEs), Alliance Partners (GSIs), Delivery teams, and Product Management to present a unified “One SAP” front to the customer. Hands‑On Contribution: Produce and contribute to substantive written deliverables including executive briefings, white papers, research documents, and Statements of Work (SOWs). Operate at both executive engagement and detailed execution levels. Governance & Delivery Success Business Management: Manage the business of your territory, ensuring accurate forecasting of bookings, consumption, and adoption against your quota. Program Governance: Play a key role in steering committees and governance boards of active engagements, ensuring that what was sold is delivered successfully and that customer satisfaction remains high. Experience & Role Requirements Must‑Have Qualifications Proven Sales Track Record: Demonstrated history of selling with consistent quota achievement or over‑achievement in complex services sales, advisory engagements, or enterprise solution selling. A delivery background alone is not sufficient. Aerospace & Defense Industry Experience: Direct experience working in or selling into the A&D manufacturing sector. Understand the language, operational realities, and business drivers of the commercial defense industrial base (DIB). Not a federal/government sales role. Executive Communication Skills: Ability to engage at the C‑level with confidence, clarity, and conciseness. Deliver a compelling, meaningful six‑minute conversation with a senior executive as effectively as drafting a detailed scope of work. Multi‑Level Operator: Operate across multiple levels of client organizations—from C‑suite strategy discussions to hands‑on technical and business value conversations. Willingness to roll up sleeves is essential. Strongly Preferred Qualifications SAP Technology Familiarity: Prior experience with SAP products (S/4HANA, ERP, PLM, Supply Chain, S4 PEO, RISE with SAP) or competitor enterprise application platforms. Understanding of Cloud implementation methodologies and the on‑premise to SaaS transition. Project Delivery Experience: Candidates who have both delivered and sold complex services engagements. Prior experience managing or delivering SAP implementation projects provides credibility and depth. Advisory Sales Background: Experience in consultative or advisory selling—positioning professional services as a strategic enabler rather than a commodity. Commercial Acumen: Deep understanding of complex negotiation terms, Master Services Agreements (MSAs), and Statement of Work (SOW) structures for large‑scale enterprise projects. Soft Skills & Attributes Executive Presence: Project confidence and professionalism when presenting to senior leadership at Fortune 100 A&D companies. Listening Skills: Exceptional ability to listen actively, synthesize complex information, and respond with insight. Hands‑On Work Ethic: Willingness to undertake detailed groundwork—research, writing, preparation—beyond high‑level relationship management. Adaptability: Function effectively and independently in a fast‑paced, matrixed environment with geographically dispersed clients requiring significant travel. Sales Methodology: Familiarity with structured sales methodologies (e.g., MEDDIC, Challenger, Value Selling) to qualify and progress complex opportunities. Role Logistics Quota: Traditional services TCV quota plus a cloud services (ACV) quota (dual quota structure). Location: Flexible—no hard location requirement; clients are geographically dispersed (e.g., Florida, Southern California, Dallas, DC, and other key A&D hubs). Travel: Significant travel expected given the dispersed nature of the client base. Account Portfolio: One major anchor account (top‑tier A&D prime) plus three to four additional accounts; final assignment is determined collaboratively based on candidate strengths and experience. Why SAP A&D Services? SAP’s A&D Services portfolio covers approximately 55 strategic accounts within the commercial aerospace and defense industrial base—some of the most complex, high‑value organizations on the planet. This role is for a strategic thinker and proven seller who wants to move beyond transactional sales and shape the future of the Aerospace & Defense industry through technology. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. Successful candidates might be required to undergo a background verification with an external vendor. #J-18808-Ljbffr SAP SE