Territory Account Executive - Northeast

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. Role Overview 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 AEs 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 AEs 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. Key Responsibilities 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. Compensation Range Transparency SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step towards 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 115,200‑274,600. 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. Please reference SAP North America Benefits for a summary of SAP benefits and eligibility requirements. AI Usage in the Recruitment Process 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. Please note that any violation of these guidelines may result in disqualification from the hiring process. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability. Requisition ID: 452793 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid #J-18808-Ljbffr SAP