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SAP · 2 weeks ago

SAP NS2 Industry Account Executive - Department of Defense & U.S. Intelligence Community-TS/SCI+poly

Herndon, VA

Full-time

Onsite

Senior Level

$194K/yr - $412K/yr

5+ years exp

SAP is the global market leader for business software and related services. The company is seeking a dynamic Industry Account Executive to lead business development and account management for SAP solutions across the Department of Defense and the U.S. Intelligence Community, focusing on driving cloud growth and digital transformation for national defense and intelligence operations.

AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Own and manage SAP’s strategic engagement with assigned Intelligence Community and DoD accounts

Develop and execute comprehensive account plans aligned with customer missions, enterprise IT strategies, and modernization initiatives

Manage the full sales cycle—from prospecting to close—achieving and exceeding annual revenue targets across cloud subscriptions, services, and renewals

Leverage internal resources (marketing, inside sales, partners) to drive demand generation

Conduct White Space analyses to identify up-sell and cross-sell opportunities

Maintain accurate forecasting, pipeline, and account intelligence in CRM systems

Build trusted relationships with senior civilian, military, and contractor stakeholders

Gain deep insight into customer missions, technology landscapes, budgets, and acquisition strategies

Position SAP solutions effectively against competitors and in alignment with mission-critical outcomes

Utilize SAP’s full portfolio—including industry-specific and LoB solutions—to meet customer requirements

Collaborate with SAP and SAP NS2 teams, system integrators, and channel partners to architect secure, compliant solutions across ERP, analytics, cloud, cybersecurity, and AI/ML domains

Partner with SAP Public Sector and NS2 leadership to shape go-to-market strategies for the defense and intelligence community

Qualification

Federal enterprise software salesSAP technologiesSaaS sales modelsFederal procurement processesDigital transformationData analyticsCloud modernizationExecutive presentation skillsCommunicationNegotiation skillsStrategic thinking

Required

5–8 years of experience in enterprise software or technology sales within the U.S. federal market, focused on DoD or IC customers

Proven record managing multi-million-dollar accounts and complex, long-cycle federal sales

Experience in Selling into and supporting the Intelligence Community

Expertise in SaaS sales models and methodologies (e.g., Value Selling, MEDDPIC)

Deep familiarity with SAP or equivalent enterprise platforms

Thorough understanding of federal procurement processes, contract vehicles (GWACs, IDIQs, OTAs), and budget cycles

Excellent communication, negotiation, and executive presentation skills

Active U.S. security clearance (TS/SCI+ poly)

Bachelor's degree in Business, or Engineering (e.g., Computer Science, Data Analytics, Information Systems), or a related field, or equivalent work experience