Senior Industry Account Executive - Strategic (SCP) - Aerospace and Defense

SAP•Washington, DC

11h•$256,400 - $529,000•Hybrid

About The Position

The Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes serving as the end-to-end account owner, managing sales of software licenses and cloud subscriptions, establishing trusted relationships with customers, and developing and executing strategic account plans to ensure sustainable growth and achieve/exceed revenue targets. The AE will gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment. This role also involves maintaining pipeline management, ensuring a healthy and advancing sales funnel, leveraging internal resources to drive demand and manage opportunities, and utilizing SAP’s comprehensive solution portfolio to address customer needs. Additionally, the AE will conduct White Space analysis to identify up-sell and cross-sell opportunities, orchestrate and deploy appropriate teams for successful sales outcomes, stay informed about SAP’s competition, and maintain accurate customer and pipeline information within CRM systems. The AE will also lead and orchestrate remote and cross-functional teams to align with customer strategic objectives, ensure teams and partners are well-prepared for customer interactions, and maximize the value derived from SAP’s sales support ecosystem.

Requirements

10+ 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.

Responsibilities

Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
Develop and execute strategic account 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.
Maintain pipeline management, ensuring a healthy and advancing sales funnel.
Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
Orchestrate and deploy appropriate 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.
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 extensive sales support ecosystem.