Account Executive Federal Government and the Department of Defense

SAP; Ottawa; On-site; USD 170,000 - 382,000; Full time

Job summary

SAP is seeking an Account Executive to drive sales in the Federal Government and Department of Defense sectors. This role involves managing complex software solutions and developing strategic relationships to address unique customer challenges. The position requires extensive experience in the Defense industry, outstanding communication skills, and strong negotiation abilities.

Qualifications

• 10+ years in sales of complex software/IT solutions to the Defense industry.
• Proven success in business application software sales.
• Experience with RFPs and large transactions within the Canadian Federal Government.

Responsibilities

• Manage sales of software licenses and cloud subscriptions.
• Develop strategic account plans for sustainable growth.
• Conduct White Space analysis for up-sell and cross-sell opportunities.

Skills

Communication

Negotiation

Strategic Thinking

Creative Thinking

Executive Presence

Job description

Account Executive Federal Government and the Department of Defense

Join to apply for the Account Executive Federal Government and the Department of Defense role at SAP

Account Executive Federal Government and the Department of Defense

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Join to apply for the Account Executive Federal Government and the Department of Defense role 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. We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned with 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.

What You'll Do

The Industry Account Executive (AE) role will empower SAP’s Federal Government 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. Key responsibilities include:

• Managing sales of software licenses and cloud subscriptions, establishing trusted customer relationships.
• Developing and executing strategic account plans for sustainable growth.
• Understanding the Government’s technology landscape, strategic goals, and competitive environment.

Demand Generation, Pipeline, And Opportunity Management

• Maintaining pipeline management to ensure a healthy sales funnel.
• Leveraging internal resources like Marketing, inside sales, SAP Services and Delivery, and channel partners to drive demand.
• Utilizing SAP’s solution portfolio to address customer needs effectively.

Sales Excellence

• Conducting White Space analysis for up-sell and cross-sell opportunities.
• Orchestrating teams to ensure successful sales outcomes.
• Staying informed about SAP’s competition and positioning SAP solutions accordingly.
• Maintaining accurate CRM data.

Leading a (Virtual) Account Team

• Leading remote and cross-functional teams aligned with customer objectives.
• Ensuring team and partner readiness for customer interactions.
• Maximizing SAP’s sales support ecosystem.

What You Bring

• 10+ years in sales of complex software/IT solutions to the Defense industry and Federal Government.
• Proven success in business application software sales and team-selling environments.
• Experience navigating large transactions within the Canadian Federal Government, including multiyear sales cycles and RFPs.
• Strong negotiation skills, experience with renewals, expansions, and upsells of cloud solutions.
• Fluent in Business English; French is a plus.

Soft Skills

• Exceptional communication skills.
• Strategic, creative, and innovative thinking.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams in a matrix organization.

Meet Your Team

• Join a motivated team with deep SAP solution knowledge.
• Collaborate with SAP leadership and industry teams.
• Work with product/solution management to enhance strategic engagements.

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We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible work models help everyone feel included and perform at their best. We believe in unleashing talent and creating a better world.

SAP is committed to Equal Employment Opportunity and provides accommodations for applicants with disabilities. For assistance, contact: [e-mail].

Only permanent roles are eligible for SAP’s Employee Referral Program. Qualified applicants will be considered regardless of age, race, religion, etc., in accordance with legal requirements.

Compensation Range Transparency: The annualized salary range is $170,200 - $381,200 USD, including base and variable incentives, depending on experience and location. For more info, see SAP North America Benefits.

Requisition ID: 418128 | Work Area: Sales | Travel: 0-40% | Employment Type: Full-Time