Senior Industry Account Executive - Enterprise - Aerospace and Defense

Senior Industry Account Executive - Enterprise - Aerospace and Defense

Location: This position can be located anywhere in the US, in proximity of an SAP office.

The Senior Account Executive (AE) role empowers 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 establishing a trusted relationship with the customer.
  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Gain a comprehensive understanding of each customer’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, and partner channels, to drive demand and manage opportunities.
  • Utilize SAP’s comprehensive solution portfolio, including industry-specific and line‑of‑business solutions, 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, 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.

• 10+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team‑selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast‑paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up‑sells of subscription‑based solutions.
• Fluent in Business English, with proficiency in additional languages considered a plus.
• 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.

• 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.

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

Compensation Range Transparency: SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 186,800 – 397,300 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc.,

as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance.

Nearest Major Market: Philadelphia