Senior Account Executive - Public Sector

Overview

We help the world run better 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.

The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement and uses all resources to solve customer problems with appropriate SAP products and the SAP support organization.

Responsibilities and Scope

• Sales strategies — Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through the organization.
• Trusted advisor — Establishes strong relationships based on knowledge of customer requirements and commitment to value (counsel, expertise, solutions, and implementation know-how). Builds a foundation for future business opportunities and accurate account information.
• Annual revenue — Achieve or exceed quota targets.
• Customer acumen — Understand each customer’s technology footprint, growth plans, technology strategy and competitive landscape. Review public information to stay updated on industry trends impacting the prospect.
• Territory and account leadership — Lead designated territory and accounts, including relationship management, prospect profiling, and sales cycles. Encourage accounts to become SAP references.
• Business planning — Develop and deliver comprehensive business plans addressing priorities and pain points; utilize SAP’s Value Engineering, benchmarking and ROI data to support decisions.
• Business hygiene — Represent forecasts accurately; participate in forecast meetings and provide complete updates; manage deals in territory.
• Demand generation, pipeline and opportunity management — Manage pipeline with discipline, leverage partners and internal teams, and bring SAP solutions to bear on pursuits.

Sales Excellence

• Sell value and create meaningful, high-quality customer-facing artifacts.
• Qualify efforts and opportunities thoroughly.
• Maintain white space analysis and drive up-sell and cross-sell initiatives.
• Orchestrate resources and use best-practice sales models; understand competition and position SAP solutions effectively.
• Maintain CRM with accurate customer and pipeline information.
• Lead a (Virtual) Account Team; demonstrate leadership in coordinating remote teams and ensure teams and partners are aligned with the account strategy.

Competencies & Skills

• Customer Focus
• Business Acumen
• Innovative Thinking
• Consultative Selling
• Executive Communication
• Negotiation Skills
• Sales Industry Knowledge
• Customer Engagement Lifecycle (CEL)
• Sales Process Acumen
• Marketing & Sales
• Financial Acumen
• Business Planning
• Change Management Methods
• Managing Virtual Team

Experience & Educational Requirements

• 5+ years of experience in senior business roles
• Experience with engagement for senior stakeholders across SA Public Sector including State Government
• Experience in lead role of a team environment
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
• Business level English: Fluent
• Local language: Fluent, Business Level

Other and Quantitative/Qualitative Measures

• Quantitative: Software License Revenue, Solution License Revenue, Cloud Subscription and Renewal Revenue, Pipeline Coverage / Pipeline Multiple, Pipeline / Opportunity Management, Customer Satisfaction, Quota Achievement, Number of deals
• Other: Opportunities identified and created, opportunities co-selling with Field Sales, opportunities closed with Inside Sales, opportunities closed-won, and partner engagement
• Qualitative: Self-Development / Learning and Growth, relationship management activities, partner engagement, opportunity up-sell / cross-sell, and documented relationship management for assigned accounts or territory

Additional Requirements

• SAP Tool and Process: Managing CRM, Q2C/GAF Process, Pricing / Quote Tool, Account Planning Management (APM), Contract policies
• Other: Comply with SAP policies, Code of Conduct, and local laws; timely travel and expense policy adherence

Mobility

• Ability and willingness to travel: yes
• Business travel requirements: Country & Regional

Compliance and Diversity

Bring out your best. SAP values inclusion, health and well-being, flexible working models. SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities. For accommodation requests, email Recruiting Operations Team: Requisition details: Requisition ID: | Work Area: Sales | Travel: 0 - 10% | Employment Type: Regular Full Time.

Legal and Ethics

Qualified applicants will be considered without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with law. Successful candidates may undergo background verification. AI usage in recruitment is guided by SAP guidelines; violation may lead to disqualification. For information on responsible AI usage in recruitment, refer to SAP guidelines.