Account Executive, Federal Government & Department of Defense

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 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
• 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, 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 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 including multiyear sales cycles and frequent RFPs.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of cloud subscription-based solutions.
• Fluent in Business English with fluency in French an asset.

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.

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.