Services Senior Account Executive SLED

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.

At SAP, we enable you to bring out your best. Our culture is built on collaboration and a shared passion to help the world run better. 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.

“We welcome candidates from non-traditional backgrounds, career transitions, and those returning to work after a career break.”

Role summary

The SAP Services Senior Account Executive for the State & Local Government and Education market leads value-based, consultative services sales focused on customer outcomes through cloud adoption and real usage. As the key customer-facing role within SAP Services Sales, you will position SAP as the partner to accelerate time-to-value while controlling implementation and operational costs. You will lead with SAP’s cloud customer success offerings, including Success Plans and cloud-delivered services, and orchestrate SAP and partner teams to deliver measurable business results. You will run clear, simple customer success plans and executive reviews to track progress and remove blockers.

What you will do

• Lead with customer outcomes for public sector and education
• Research the needs and challenges of government and education organizations (for example: constituent services, compliance, grants and funding, modernization, workforce, and procurement).
• Build simple, clear success plans for each customer that link business goals to milestones and the services they are entitled to use.
• Drive “time-to-first-value” (the first meaningful result) and “time-to-next-value” (the next measurable improvement).
• Position and sell Success Plans and cloud-delivered services
• Attach, renew, and expand Success Plans that fit the customer’s goals and funding cycles.
• Propose practical “adoption accelerators” such as activation services, expert-guided sessions, optimization services, and value workshops.
• Run effective governance without jargon
• Hold regular executive check-ins and progress reviews with a shared success plan, clear metrics, and a transparent risk-and-mitigation log.
• Ensure customers understand their service entitlements, activate them quickly, and use them to achieve results.
• Co-sell and co-deliver with partners
• Build joint adoption plans with systems integration partners and service providers; define roles, success criteria, and handoffs.
• Align partner delivery to Success Plan commitments and public-sector quality standards.
• Territory and account planning
• Create and execute territory and account plans using all available resources (sales, marketing, delivery, customer success, product teams) to grow healthy pipeline and accelerate deal progression.
• Sales excellence and forecast discipline
• Master the customer decision process, build relationships with decision-makers in government and education, and move deals forward with momentum.

Experience and role requirements

Note: We encourage you to apply even if you don’t meet every qualification.

Must-haves (skills and capabilities)

• 5+ years of relevant experience or equivalent skills gained in related roles (for example: services sales, business development, consulting/delivery leadership, partner management, or industry leadership).
• Outcome-focused selling and value storytelling: connect services to measurable results and return on investment; communicate clearly with executives.
• Deal leadership: create opportunities, shape proposals, negotiate complex services agreements (including key terms and conditions), and close deals.
• Program and stakeholder management: run structured account plans, executive reviews, and governance with clear milestones and metrics.
• Collaboration: work effectively across sales, delivery, support, product teams, and partners to execute a shared plan.

Nice-to-haves (can be learned on the job)

• Experience with SAP products or SAP cloud customer success offerings (Cloud Success Services, Success Plans). Experience with other enterprise software providers is equally valuable.
• Familiarity with public-sector buying processes, procurement rules, cooperative contracts, and budget and funding cycles.
• Prior experience in customer success, service delivery, or value engineering.

Transferable skills welcome

• Executive communication, negotiation, program governance, data-driven decision-making, and partner co-selling/c0-delivery.

Education

• No specific degree required. We value demonstrated skills and impact. Relevant certifications or training are a plus.

Public sector and education focus (broadened entry paths)

• Public sector and education experience is strongly preferred. We also welcome adjacent experience that translates well to this work—such as regulated industries, healthcare, higher education, nonprofit, utilities, or financial services—especially where you can demonstrate learning agility and impact.
• Knowledge of public-sector procurement and funding can be learned. SAP provides enablement and support to help you ramp up quickly.

How you work

• Customer-first and outcome-focused: you start with a clear value hypothesis and finish with measured results.
• Collaborative orchestrator: you align SAP teams, partners, and customers around one shared success plan with clear roles and milestones.
• Proactive and data-informed: you use leading indicators to spot risks early and clear obstacles before they slow progress.
• Mentor and multiplier: you coach peers and new hires, turn good plays into repeatable ones, and scale them through partners.

Measures of success (plain language examples)

• The percentage of new and existing customers who buy or renew a Success Plan meets or exceeds goals
• Customers activate services quickly and reach first value on or ahead of plan
• Usage and adoption milestones are achieved each quarter
• Customer retention and growth meet or exceed regional targets
• Customer satisfaction scores meet or exceed thresholds; executives remain engaged and supportive

Additional details

• Organization: SAP Services within the Regional Industry Market Unit — a trusted, tightly integrated team committed to customer success and working together
• Location: Near any U.S. airport; regional travel as needed for executive meetings, governance sessions, and partner activities
• Reporting: Services Sales and Customer Success leadership, with close alignment to Product Sales and Partner leadership

• #LI-LE1

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: 455934 | Work Area: Sales | Expected Travel: 0 - 60% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - USA #LI-Hybrid