Account Executive Expert - Enterprise

SAP; Dubai; On-site; AED 260,000 - 420,000; Full time

Job summary

SAP in Dubai seeks an Account Executive Expert to translate business challenges into SAP cloud solutions, owning end-to-end software licenses and cloud subscriptions. Lead cross-functional teams, build strategic account plans, and drive pipeline with marketing and partners.

This role requires 10+ years in complex software sales and UAE market expertise, plus fluency in English and Arabic. You will engage customers, manage renewals, expansions, and upsell opportunities, while maintaining CRM data

Qualifications

• 10+ years of experience in sales of complex business software/IT solutions.
• Extensive experience within the UAE market.
• 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 and Arabic, with proficiency in additional languages considered a plus.

Responsibilities

• Account & Customer Relationship Management: end-to-end account ownership, software licenses and cloud subscriptions, trusted customer relationship.
• Demand Generation, Pipeline, and Opportunity Management: maintain pipeline, leverage internal resources, and address customer needs using SAP portfolio.
• Sales Excellence: conduct White Space analysis and coordinate teams for successful outcomes; monitor competition and CRM data.
• Leading a (Virtual) Account Team: lead remote and cross-functional teams, align with customer objectives and SAP ecosystem.

Skills

Enterprise software sales

UAE market experience

Team selling

Negotiation

Renewals & upsells

Bilingual English/Arabic

Job description

Job Description:

We help the world run better

At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

What You'll Do

The Account Executive Expert 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 the following key aspects:

Account & Customer Relationship Management

• 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.

Demand Generation, Pipeline, and Opportunity Management

• 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.

Sales Excellence

• 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.

Leading a (Virtual) Account Team

• 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.

What You Bring

• 10+ years of experience in sales of complex business software/IT solutions.
• Extensive experience within the UAE market
• 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 and Arabic, with proficiency in additional languages considered a plus.

Soft Skills

• 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.

Meet Your Team

• Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
• Engage in collaborative work with SAP leadership and industry teams to drive customer success.
• Align with product/solution management teams to enhance your strategic engagements.
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

Skills You’ll Use

Professional Skills

Customer Orientation

Effective Communication

Establishing Trust

Collaboration

Results Orientation

Tech Industry & SAP General Skills

Software as a Service (SaaS)

Artificial Intelligence

Process Improvement

Technology Innovation

SAP Cloud Suite Portfolio

RISE and GROW with SAP

SAP Corporate Strategy

Role Specific Skills

Cloud Strategy

Complex Sales

Customer Engagement

Customer Relationship Management

Industry Knowledge

Negotiation

Sales Forecasting

Sales Qualification

Competitive Positioning

Account Governance

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: [e-mail].

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 459896 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:

Requirements: