Services Sr. Account Executive

**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.

The SAP Services Account Executive enables customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy. As the key customer-facing asset in our Services Sales organization, you are responsible for positioning SAP Services as the differentiated partner that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies.

**Responsibilities**:

- Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges.
- 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.
- Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities and continuously review and update territory and opportunity plans based on a dynamic customer environment.
- Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
- Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
- Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior.
- Research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business

**Experience and Role Requirements**:

- Minimum of 5 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management.
- Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
- Proven experience with identifying opportunities and managing them through sales process from inception to close
- Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
- Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
- Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
- Experience leading and influencing a team without direct reporting authority
- Ability to adapt and function effectively in fast-paced, changing environment

**Personal Characteristics Required**:

- Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
- Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
- Independence: functions successfully without much supervision and stays focused.
- Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
- Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior

**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 and more equitable world.

**EOE AA M/F/Vet/Di