(Senior) Gobal Account Executive - Strategic Customer Program MEE (f/m/d)

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.

What You'll Do:

As an (Senior) Global Account Executive, you will empower SAP's strategic customers to unlock their full potential by effectively positioning SAP cloud solutions to tackle unique business challenges and build a foundation for future success. Your role encompasses several key aspects:

Account & Customer Relationship Management:

• Serve as the end-to-end account owner, overseeing sales of software licenses and cloud subscriptions while establishing trusted customer relationships.
• Develop and execute strategic account plans to ensure sustainable growth and exceed revenue goals.
• Attain a comprehensive understanding of each customer’s technology landscape, strategic objectives, and competitive environment.

Demand Generation, Pipeline, and Opportunity Management:

• Maintain effective pipeline management to ensure a robust and advancing sales funnel.
• Utilize internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
• Leverage SAP’s extensive solution portfolio, including industry-specific solutions, to meet customer needs.
• Handle commercial calculations and documentation for infrastructure changes.
• Review and reconcile monthly balance statements.
• Ensure accurate documentation of changes and forecasts.

Sales Excellence:

• Conduct White Space analysis to identify up-sell and cross-sell opportunities within existing accounts.
• Lead and coordinate teams for successful sales outcomes, embodying the "OneSAP" approach.
• Stay informed about SAP’s competition and strategically position SAP solutions.
• Ensure accurate maintenance of customer and pipeline data in CRM systems.
• Develop, maintain, and execute Outcome Success Plans (OSP) to secure renewals and enable business expansion.
• Contract Management
  • Commercial calculations, handling, and documentation of change forms for infrastructure changes
  • Reconciliation, review, correction, and reconciliation of monthly balance statements
  • Documentation of changes and forecasts

Leading a (Virtual) Account Team:

• Lead remote, cross-functional teams to align with customer strategic objectives.
• Prepare account teams and partners for strategic customer interactions.
• Maximize value from SAP’s extensive sales support ecosystem.

What You Bring:

• 5+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales, thriving in team-selling environments.
• Ability to manage large transactions and lengthy sales campaigns in a fast-paced market.
• Strong negotiation skills with experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English and German; additional languages advantageous.
• Strategic thinking, creativity, and innovation.
• Strong executive presence and a results-driven mindset.
• Ability to work across multiple teams in a matrix organization.

Meet your team:

You will work alongside a diverse and experienced extended account teams with expertise in various domains—including sales, value advisory, enterprise architecture, consulting, and customer success—to drive business results and deliver exceptional customer experience and value.

Your account teams will consist of several dedicated team members as well as a large pool of shared resources. Furthermore, you will be supported by the Regional and Global Strategic Customer Program (SCP) teams who will provide enablement, go-to-market advice and expertise specific to SCP execution. These teams will support you and help you accelerate customer success and organizational growth.

Additionally, you will interact with and leverage resources from a significant pool of SAP’s partner ecosystem.

#ECSM-DE

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: 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.

Requisition ID: 424367 | Work Area: Sales | Expected Travel: 0 - 60% | Career Status: Berufserfahren | Employment Type: Vollzeit, unbefristet | Additional Locations: #LI-Hybrid