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SAP · 1 day ago

Strategic Sales Account Executive

Washington, DC

Full-time

Hybrid

Senior Level, Lead/Staff

$256K/yr - $529K/yr

10+ years exp

SAP is a market leader in end-to-end business application software and related services. The Strategic Sales Account Executive role focuses on maximizing revenue across public sector accounts by developing sales strategies, managing complex negotiations, and building strong customer relationships.

AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware

Growth Opportunities

Responsibilities

Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximize revenue across all lines of business under the most favorable terms possible to SAP. From deal strategy through commercial execution, he/she works directly with SCP customers, leveraging all internal resources (Industry, VE, Sales, Consulting, Revenue Recognition, Pricing, Contracts, etc.) to create, develop, and manage opportunities to a mutually agreeable outcome. On average, the position will manage 2-3 ‘must win’ accounts per quarter, while also focusing on the development of longer terms opportunities

Participate/lead customer-specific account reviews to assist in the development of near-term and long-term opportunities in the SCP customer base

Drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution: + Customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape + Current application/IT landscape, whitespace, competitive positioning, value drivers

Drive coordination across all lines of business to gather required building blocks (historical investment pattern, validated demand, financial analysis, benefits statement, delivery horizon) to formulate the appropriate deal strategy

Develop and drive sales strategy on individual opportunities through execution

Actively manage, hold accountable, and course correct the strategy and account team as the cycle progresses

Help define SAP Executive engagement, timing and messaging with Customer C-level executives

Develop and present professional grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering

Must be able to address questions, concerns, and prepare countermeasures in competitive landscape

Manage complex legal and commercial negotiations across all lines of business through final execution

Leverage all required internal field-level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunity

Build/maintain foundational customer relationships based upon trust on which to harvest future business opportunities

Must own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skills

Maintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycle

Manage potential escalations to SAP Executive Management

Responsible for overall delivery of Regional and National SCP revenue targets

Purpose of role is to work with IAE/GAD/VAT throughout the process to enhance their skills in best practices (account planning, sales strategy, positioning, negotiation, and execution)

Demonstrate leadership skills in the orchestration of cross-functional teams

Provide guidance and support at the Regional level via best practice sharing

Support the development of non-SCP IAEs via mentorship, information sharing, account analysis, etc