Account Executive

Job Description

Senior Industry Account Executive – Strategic – Aerospace | SAP

The Tone:
This is a full-time role at SAP, located in Newport Beach, CA, USA, with hybrid work arrangements. SAP builds end-to-end business application software, including enterprise resource planning and cloud solutions, serving over 20 industries and 80% of global commerce. This role is crucial for empowering customers in the aerospace sector to achieve their full potential by strategically positioning SAP’s cloud solutions to address unique business challenges. The work supports shaping the future of global commerce and matters deeply to customer success and SAP’s growth.

The TL;DR
• Role: Full Time
• Type: Regular Full Time
• Location: Hybrid, Newport Beach, CA, USA
• Pay: $256400–$529000 yearly
• Team: Part of a highly motivated team collaborating with SAP leadership, industry, and product/solution management teams.
• Mission: Empower 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.
• Tech Stack: CRM systems

What You’ll Actually Do
• Account Ownership & Strategy: Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions, while building trusted customer relationships and developing strategic account plans for sustainable growth and revenue targets.
• Customer Insight & Understanding: Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment to tailor SAP’s offerings effectively.
• Pipeline & Opportunity Management: Maintain robust pipeline management to ensure a healthy and advancing sales funnel, leveraging internal resources like marketing, inside sales, and partner channels to drive demand and manage opportunities.
• Sales Growth & Execution: Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts, orchestrating appropriate teams to ensure successful sales outcomes using the “OneSAP” approach.
• Virtual Team Leadership: Lead and orchestrate remote and cross-functional teams to align with customer strategic objectives, ensuring all account teams and partners are well-prepared and strategically positioned for customer interactions.

The Must-Haves
• Background: Senior-level professional with core domain knowledge in sales of complex business software/IT solutions.
• Experience: 10+ years of proven success in sales of complex business software/IT solutions and business application software, including leading team-selling environments. Demonstrated ability to handle large transactions and lengthy sales campaigns, with strong negotiation skills in renewals, expansions, and up-sells of subscription-based solutions.
• Skills: Fluent in Business English, exceptional verbal and non-verbal communication, strategic thinking with a high degree of creativity and innovation, strong executive presence, results-driven mindset, and the ability to work across multiple teams within a matrix organization.
• Bonus: Proficiency in additional languages.