Account Executive Federal Government and the Department of Defense

SAP SE; Ottawa; Hybrid; CAD 170,000 - 382,000; Full time

Job summary

An established industry player is seeking a dynamic Account Executive to empower Federal Government clients through innovative SAP cloud solutions. This role emphasizes strategic account management, pipeline development, and leading virtual teams to drive successful sales outcomes. You will leverage your extensive experience in complex software sales to navigate the unique challenges of the Defense sector. Join a collaborative team that values inclusion and continuous learning, where your contributions will significantly impact client success and business growth. If you're ready to take your career to the next level in a supportive environment, this opportunity is perfect for you.

Benefits

Flexible working models

Recognition for individual contributions

Learning and development opportunities

Variety of benefit options

Qualifications

• 10+ years in sales to the Defense industry and Federal Government.
• Proven success in business application software sales.

Responsibilities

• Manage sales of software licenses and cloud subscriptions.
• Lead remote and cross-functional teams to achieve customer objectives.

Skills

Sales of complex business software

Negotiation skills

Communication skills

Strategic thinking

Team collaboration

Education

Bachelor's degree or equivalent experience

Tools

CRM systems

Job description

Account Executive Federal Government and the Department of Defense

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. 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.

What you'll do:

The Industry Account Executive (AE) role will empower our SAP’s Federal Government customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges. 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.
• Gain a comprehensive understanding of the Government’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, SAP Services and Delivery functions, and channel partners to drive demand and manage opportunities.
• Utilize SAP’s comprehensive solution portfolio to effectively address customer needs.
• 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.
• 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 to the Defense industry and Federal Government.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to navigate large transactions within the context of the Canadian Federal Government.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of cloud subscription-based solutions.
• Fluent in Business English; fluency in French is an asset.
• Exceptional communication skills.
• 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 environment at the forefront of SAP’s customer engagements.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently. SAP has evolved to become a market leader in end-to-end business application software and related services. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion and flexible working models help ensure that everyone feels included and can run at their best. We believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with disabilities.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.

SAP believes in pay transparency and is committed to pay equity. The targeted combined range for this position is 170,200 - 381,200 CAD. The actual amount offered will depend on various factors as determined through the selection process.

Due to the nature of the role, functional proficiency in English is required for positions based in Quebec.

Requisition ID: 418128 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid