SAP · 1 day ago
Services Account Executive (SAE) - Aerospace & Defense
New York, NY
Full-time
Hybrid
Senior Level
$282K/yr - $480K/yr
5+ years expSAP is a leading company in enterprise resource planning software, and they are seeking a high-performing Services Account Executive (SAE) to lead the Professional Services strategy for their Aerospace & Defense sector. The role involves building strategic partnerships with major industry players, managing sales cycles, and ensuring successful delivery of services to clients.
AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware
Responsibilities
Orchestrate the A&D Strategy: Conduct deep research and comprehensive analysis on the specific business imperatives of the A&D industrial base (e.g., program profitability, complex MRO, regulatory compliance)
Territory Planning: Develop and execute a territory plan for your assigned segment of the 55 target accounts. Leverage all available assets—including Industry Value Advisors, Marketing, and Delivery Executives—to build a robust pipeline (4x coverage target)
Drive the Digital Thread: Position services that support the full lifecycle of A&D products, from design to operations, helping customers navigate the shift to the Cloud
Consultative Selling: Build deep, trusted relationships with C-level executives and Program Managers by demonstrating an intimate understanding of their operational challenges
Deal Management: Expertly navigate complex decision-making processes. Manage the full sales cycle from qualification to close, ensuring deal structures meet both SAP’s profitability goals and the customer’s value requirements
Internal Collaboration: Act as the "Services Captain," building strong internal bridges with License/Cloud Sales (AEs), Alliance Partners (GSIs), Delivery teams, and Product Management to present a unified "One SAP" front to the customer
Revenue Management: Manage the P&L of your territory, ensuring accurate forecasting of bookings, consumption, and adoption
Program Governance: Play a key role in the steering committees and governance boards of active engagements, ensuring that what was sold is delivered successfully and that customer satisfaction remains high
Qualification
Required
Minimum of 5+ years of experience in professional services sales, high-tech business development, or complex solution selling
Demonstrated history of consistent quota over-achievement, specifically in selling complex consulting engagements or enterprise software implementations
Strong understanding of Cloud implementation methodologies, Cloud Governance, and the shift from on-premise to SaaS models (RISE with SAP)
Ability to project confidence and professionalism while presenting to senior leadership at Fortune 100 A&D companies
Ability to function effectively and independently in a fast-paced, matrixed environment
Familiarity with sales methodologies (e.g., MEDDIC, Challenger) to qualify and progress opportunities effectively
Preferred
Proven experience selling into the Aerospace & Defense sector or highly regulated Discrete Manufacturing industries
Familiarity with the unique contracting and compliance requirements of the Defense Industrial Base (DIB)
Prior experience with SAP products, or competitor enterprise business application software (ERP, PLM, Supply Chain)
Deep understanding of complex negotiation terms, Master Services Agreements (MSAs), and Statement of Work (SOW) structures for large-scale enterprise projects
Benefits
SAP North America Benefits
Company
SAP
SAP provides enterprise application software to various industries, including consumer, discrete manufacturing, public services.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$1.3BKey Investors
Elliott Management Corp.
2019-04-24Post Ipo Equity· $1.3B
2015-06-01Grant· $1.37M
1998-08-03IPO
Leadership Team
Christian Klein
CEO & Member of the Executive Board
Sandi de Souza
Chief Financial Officer: Africa
Recent News
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