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Account Executive Federal Government and the Department of Defense

1 week ago

Ottawa, Ontario, Canada SAP Full time

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.

Account Executive Federal Government and the 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. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can 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.

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 physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team:

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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 (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP's commitment to pay equity. 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 combined range for this position is 170, ,200 CAD. 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. Please reference this link for a summary of SAP benefits and eligibility requirements:

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.

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


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