SAP NS2 Industry Account Executive - DOD & U.S. Intelligence Community - ts/sci Poly - Metro DC

SAP NS2 Industry Account Executive – Department Of Defense & U.S. Intelligence Community

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.

SAP NS2 is an independent U.S. subsidiary of SAP. At SAP NS2, we leverage best-in-breed technologies engineered by SAP to protect the lives, assets and information of Americans. We offer SAP solutions with specialized levels of security and support to meet the requirements of U.S. national security and critical infrastructure customers.

This position requires access to customer data; Must be a U.S. citizen. SAP NS2 does not offer Visa sponsorships for this role. All internals must have manager's approval to transfer.

Location

Washington, D.C. Metro / Capital Region

About The Role

We are seeking a dynamic Industry Account Executive with proven experience in federal enterprise software sales to lead business development and account management for SAP solutions across the Department of Defense (DoD) and the U.S. Intelligence Community (IC). This role drives SAP Cloud growth, digital transformation, and mission-aligned innovation for national defense and intelligence operations. The ideal candidate brings deep knowledge of SAP technologies, strong federal acquisition expertise, and a well-established network across DoD and IC agencies.

Key Responsibilities Include

• Account Leadership
• Own and manage SAP's strategic engagement with assigned Intelligence Community and DoD accounts.
• Develop and execute comprehensive account plans aligned with customer missions, enterprise IT strategies, and modernization initiatives.
• Sales Execution
• Manage the full sales cycle—from prospecting to close—achieving and exceeding annual revenue targets across cloud subscriptions, services, and renewals.
• Leverage internal resources (marketing, inside sales, partners) to drive demand generation.
• Conduct White Space analyses to identify up-sell and cross-sell opportunities.
• Maintain accurate forecasting, pipeline, and account intelligence in CRM systems.
• Strategic Engagement
• Build trusted relationships with senior civilian, military, and contractor stakeholders.
• Gain deep insight into customer missions, technology landscapes, budgets, and acquisition strategies.
• Position SAP solutions effectively against competitors and in alignment with mission-critical outcomes.
• Solution Positioning & Collaboration
• Utilize SAP's full portfolio—including industry-specific and LoB solutions—to meet customer requirements.
• Collaborate with SAP and SAP NS2 teams, system integrators, and channel partners to architect secure, compliant solutions across ERP, analytics, cloud, cybersecurity, and AI/ML domains.
• Partner with SAP Public Sector and NS2 leadership to shape go-to-market strategies for the defense and intelligence community.

Requirements/Must Haves

• 5–8 years of experience in enterprise software or technology sales within the U.S. federal market, focused on DoD or IC customers.
• Proven record managing multi-million-dollar accounts and complex, long-cycle federal sales.
• Experience in Selling into and supporting the Intelligence Community
• Expertise in SaaS sales models and methodologies (e.g., Value Selling, MEDDPIC).
• Deep familiarity with SAP or equivalent enterprise platforms.
• Thorough understanding of federal procurement processes, contract vehicles (GWACs, IDIQs, OTAs), and budget cycles.
• Excellent communication, negotiation, and executive presentation skills.
• Active U.S. security clearance (TS/SCI poly).

Preferred Qualifications

• Strong negotiation experience with renewals, expansions, and subscription-based solutions.
• Background in digital transformation, data analytics, or cloud modernization within the defense sector.
• Strategic, creative thinker with strong executive presence.
• Ability to collaborate effectively across matrixed teams.

Education

Bachelor's degree in Business, or Engineering (e.g., Computer Science, Data Analytics, Information Systems), or a related field, or equivalent work experience. MBA or equivalent experience is preferred.

Location

Washington Metro / Capital Region

Travel

10-15%