Services Sr. Account Executive (State & Local Government and Education)

at  SAP

WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

SAP Services Senior Account Executive (SAE) RI State & Local Government and Education Market– enables customers to realize the vision of the Intelligent Enterprise and drive a consultative, value-based sales cycle. As the key customer-facing asset in our Services Sales organization, the SAE is responsible for positioning SAP Services as the differentiated partner to help our clients accelerate time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies.

• Conduct detailed research and comprehensive analysis on the State & Local Government and Education industry, business imperatives and challenges to drive demand generation and achieve successful outcomes.
• Develop territory and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
• Build strong internal relationships with license/cloud sales, systems integration partners, services delivery, customer success partners and product management.
• Be an expert in sales execution by understanding the customer’s decision-making process and developing relationships with key decision-makers and progressing deals through the sales cycle.
• Build, progress, and convert pipeline maintained in CRM. Prepare and maintain accurate sales reports and forecasts.
• Willingness to coach and mentor incoming talent

Experience and Role Requirements

• Minimum of 5-7 years of experience in sales or business development activities including origination and management of opportunities, bids, deal closure, and relationship management. Strong delivery leaders or industry executives who want to move to a sales are also encouraged to apply.
• SAP product experience is ideal but candidates with competitive enterprise business application software experience are encouraged to apply.
• Prior experience within the industry is highly desired. Demonstrated achievement of success.
• Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
• Possess an understanding of key negotiation terms and conditions and a deep understanding of contractual structures for complex consulting engagements.
• Ability to adapt and function effectively and independently in a fast-paced, changing environment.
• Strong Business Acumen with the ability to demonstrate to our customers how our services will generate significant value and return on investment