Account Executive - Public Sector

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Summary

The Account Executive’s primary responsibility is to prospect, qualify, sell, and close new business across Public Sector agencies while driving sustainable cloud subscription growth. The role brings a strong AI‑First, Suite‑First point of view, helping government customers transform through SAP’s Business AI, RISE and Grow with SAP, and SAP’s integrated Business Suite.

The Account Executive leads with insight, orchestrating SAP and partner resources to help customers modernize their digital foundations, unlock data‑driven decision‑making, and adopt secure, compliant AI and cloud capabilities aligned to Public Sector requirements.

ROLE DESCRIPTION:

Account & Customer Leadership

• Own end‑to‑end account strategy for designated Public Sector agencies, driving digital transformation aligned to SAP’s AI‑Firstand Suite‑First strategy.
• Build trusted C‑level relationships by understanding agency missions, regulatory constraints, security considerations, and strategic priorities.
• Position SAP as a long‑term innovation partner through deep understanding of Business AI, clean‑core cloud architectures, SAP Business Data Cloud, and industry‑specific AI.

2. Sales, Revenue & Business Growth

• Achieve/exceed annual revenue and cloud subscription targets, with a strong focus on ACV growth, consumption, and adoption metrics.
• Drive Suite expansion across ERP, BTP, CX, HCM, and Spend solutions, aligning value with agency outcomes.
• Lead early qualification through close, ensuring deals align with transformation readiness, modernization strategy, and public sector compliance standards.

3. Strategic Sales Execution

• Develop tailored Account Plans that reflect customer maturity, SAP 2026 strategy pillars, and Public Sector transformation drivers.
• Guide customers on RISE with SAP as a business transformation platform, outlining clean‑core principles, cloud migration readiness, and value realization paths.
• Identify and progress AI‑led opportunities, including embedded AI use cases, Joule workflows, industry AI scenarios, and data‑driven modernization.
• Drive Suite‑First motions across lines of business, positioning the entire integrated SAP portfolio and eliminating siloed solution selling.

4. Public Sector Expertise & Compliance

• Understand and articulate SAP’s approach to trust, security, data sovereignty, and regulatory alignment within NZ government frameworks.
• Ensure proposed solutions support requirements for data governance, privacy protection, resiliency, and continuous compliance.
• Maintain awareness of government policy changes, directives, ICT procurement models, and cloud adoption mandates.

5. Business Planning & Value Realisation

• Build and execute joint business value plans with agencies, demonstrating measurable outcomes across productivity, service delivery, operational efficiency, and data transparency.
• Use VE/ROI frameworks, benchmarking, and SAP Business AI–enabled insights to support decision-making.
• Collaborate with Customer Success, Value Advisory, and RISE Advisory to ensure successful adoption, consumption, and expansion.

6. Pipeline Generation & Management

• Maintain a healthy rolling pipeline with strong emphasis on pipeline quality, progression, and conversion, consistent with SAP’s OneGTM expectations.
• Leverage SAP marketing, inside sales, partner organizations, and strategic industry events to drive demand generation.
• Ensure accurate forecasting and CRM hygiene at all times.

7. SAP Business Technology Platform (BTP) Leadership

• Articulate the role of SAP BTP as the foundation for integration, automation, AI innovation, and clean‑core extensibility across the Public Sector.
• Identify opportunities for customers to use BTP to modernize processes, improve data orchestration, and develop secure, context‑rich AI agents.

8. Orchestration & Partner Ecosystem Collaboration

• Lead virtual account teams to deliver a cohesive customer experience across Sales, Presales, Advisory, Customer Success, and Delivery.
• Co‑sell effectively with SAP’s strategic partners to accelerate RISE adoption, AI deployment, and industry‑specific outcomes.
• Ensure all partners are aligned with account strategies, customer touchpoints, and transformation roadmaps.

WORK EXPERIENCE

• 5–10 years’ experience in complex enterprise software or IT cloud sales
• Proven experience selling into Public Sector or highly regulated industries
• Demonstrated ability to position complex transformations (cloud, data, AI, modernization)
• Strong track record in subscription and solution-based selling within competitive markets
• Experience orchestrating multi‑disciplinary teams and partner ecosystems

EDUCATION & SKILLS

• Bachelor’s degree or equivalent
• Fluent business‑level English
• Strong understanding of SAP portfolio, Cloud ERP, RISE with SAP, BTP, and Business AI
• Knowledge of Public Sector compliance, data sovereignty, and procurement frameworks
• Exceptional strategic selling, negotiation, and executive communication skills
• Able to translate technology into clear business value and citizen‑centric outcomes

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.com.

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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 435901 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - Australia #LI-Hybrid