Senior Account Executive

Senior Account Executive

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.

Job Summary

We are seeking a highly skilled and strategic Senior Account Executive to drive growth and deepen customer relationships within the Consumer Products and Manufacturing industries. This role is responsible for prospecting, qualifying, selling, and closing new business—both in existing accounts and with net-new customers. Acting as a trusted advisor, you will leverage SAP's portfolio to solve complex business challenges, drive digital transformation, and deliver measurable value to clients.

Key Responsibilities

Account and Customer Relationship Management

• Quota Achievement: Consistently meet or exceed annual revenue targets for software licenses and cloud subscriptions.
• Strategic Account Planning: Create and execute detailed account plans tailored to each customer's business needs and industry dynamics.
• Trusted Advisor: Build strong, credibility-based relationships through a deep understanding of the customer's business goals and the ability to map SAP solutions to those needs.
• Industry Insight: Stay informed on trends, technologies, and strategic developments in the Consumer Products and Manufacturing sectors.
• Customer Intelligence: Monitor key developments in assigned accounts (e.g., leadership changes, earnings reports, M&A activity) to proactively align SAP's value proposition.

Demand Generation, Pipeline & Opportunity Management

• Pipeline Management: Develop and maintain a healthy, rolling pipeline to ensure consistent revenue delivery.

• Lead Generation Collaboration: Partner with Marketing, Partners, and Channels to generate and qualify leads across the assigned territory.

• SAP Portfolio Engagement: Leverage SAP's full range of Industry, Line-of-Business, and Technology solutions to create comprehensive offerings for customers.

• Opportunity Advancement: Lead the sales cycle end-to-end — from discovery to proposal to closing

Sales Excellence

• Value-Based Selling: Focus on business outcomes, using value engineering, benchmarking, and ROI analysis to guide customer decisions.

• White Space & Expansion: Identify upselling and cross-selling opportunities across the account landscape.

• Team Leadership: Orchestrate cross-functional virtual account teams to align resources and deliver customer success.

• Competitive Awareness: Maintain deep understanding of competitive offerings and develop strategies to differentiate SAP solutions.

• CRM Discipline: Ensure accurate and timely updates of all sales activities and pipeline data in SAP's CRM system

Lead Virtual Account Team

• Cross-Functional Coordination: Lead and align internal teams, partners, and solution experts across the customer lifecycle.

• Strategic Enablement: Ensure all team members are informed of customer goals, touchpoints, and strategic initiatives to drive consistent value delivery.

Required Qualifications:

Education: Bachelor's degree in business, Technology, or related field (or equivalent experience)

Experience:

• 10+ years of successful enterprise software sales experience, ideally with complex solution selling in a fast-paced, consultative environment

• Proven ability to close large, multi-stakeholder deals and manage long sales cycles

• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

• Experience leading remote and cross-functional sales teams

• Strong record of C-suite engagement and stakeholder influence

Core Competencies

• Strong business acumen and understanding of the Consumer Products/Manufacturing value chain

• Excellent communication, negotiation, and presentation skills

• Familiarity with SAP or other enterprise platforms

• Ability to manage and prioritize multiple opportunities in a dynamic environment

• Collaborative mindset with a high level of self-motivation.