Senior Account Executive - Retail / Logistics

SAP SE; Melbourne; On-site; AUD 150,000 - 190,000; Full time

Job summary

SAP is seeking a seasoned sales professional for Melbourne to lead strategic account planning and drive cloud revenue growth across retail, logistics, and related sectors. You will manage complex sales cycles, build executive relationships, and coordinate cross-functional teams to deliver customer success at scale.

Based in Melbourne, this role emphasizes AI-enabled transformation, data-driven forecasting, and maintaining high-quality governance while mentoring account teams and aligning SAP's

Qualifications

• Experience in strategic account management and complex enterprise sales.
• Retail or logistics experience is advantageous.
• Strong negotiation and objection-handling skills.
• Ability to build executive-level customer relationships using data and insights.

Responsibilities

• Build and execute account plans delivering measurable cloud revenue outcomes.
• Manage complex sales cycles with strong negotiation and objection-handling skills.
• Build executive-level customer relationships using data and insight to influence effectively.
• Maintain accurate pipeline and revenue forecasts and high-standard account governance.
• Communicate how SAP's cloud portfolio and AI transformation creates value for customers.

Skills

Strategic account management

Enterprise sales

Negotiation

Executive relationship building

Data-driven forecasting

Job description

Job Description

What you'll bring

You bring expertise in strategic account management and complex enterprise sales. Experience in retail or logistics is a real advantage here.

• Build and execute account plans that deliver measurable cloud revenue outcomes.
• Manage complex sales cycles with strong negotiation and objection-handling skills.
• Build executive-level customer relationships, using data and insight to influence effectively.
• Maintain accurate pipeline and revenue forecasts and high-standard account governance.
• Communicate how SAP's cloud portfolio and AI transformation creates value for customers.
• Degree not required for this role.

We also look for people who build trust naturally, communicate with clarity, keep the customer at the centre of what they do, and bring emotional intelligence and genuine problem-solving ability to the challenges they face.

In addition to the skills and experience specific to this role, all positions at SAP require candidates who are comfortable using AI tools — including agentic AI — in their day-to-day work, from crafting effective inputs and automating routine tasks, to evaluating AI-generated outputs for quality and driving adoption of AI practices within their teams.

What you'll build

You will lead aligning the vision and capabilities of SAP with the business objectives of our customers. You will do this with a focus on transforming business processes, customer engagements and ultimately enabling your customers to operate their businesses in an AI lead future. You'll do this by strategic account planning and execution, managing complex sales cycles and executive stakeholder relationships. As a result, you will deliver significant pipeline and revenue growth, manage high quality account governance standards, mentor account executives, and coordinate cross-functional teams and partners to deliver customer success at scale.

Your focus is on business transformation — enabling your customers to operate in an AI-led future.

• Develop and execute strategic account plans to expand SAP's cloud footprint across your portfolio.
• Lead complex sales cycles and manage executive relationships to grow pipeline and revenue.
• Drive cloud adoption across your accounts, demonstrating measurable value at each step.
• Maintain high-quality account governance, accurate forecasts, and strong internal alignment.
• Support and mentor account executives, sharing your commercial expertise with the team.
• Coordinate cross-functional teams and partners to deliver integrated solutions at scale.

Where you belong

Customer Success at SAP brings together sales professionals focused on cloud revenue growth and lasting customer outcomes. This role is based in Melbourne, covering retail, logistics, and adjacent sectors. You will work alongside solution advisors, presales, and partner teams supported by a regional leadership group invested in your success. SAP's cloud and AI portfolio is growing — the opportunity to shape your customers' future is real.

Additional Information

About SAP

With a global network of customers, partners, employees, and thought leaders, SAP helps the world run better and improves people’s lives.

As a leader in enterprise applications and business AI, SAP stands at the nexus of business and technology. For over 50 years, organizations have trusted SAP to bring out their best by uniting business-critical operations spanning finance, procurement, HR, supply chain, and customer experience.

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.

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 age, race, religion, national origin, ethnicity, gender (including pregnancy and childbirth), 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.