Location: Must be based in the Northeast US Region What you'll do: The Sr. Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects: - Account & Customer Relationship Management - Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer. - Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets. - Gain a comprehensive understanding of each customer's technology landscape, strategic goals, and competitive environment - Demand Generation, Pipeline, and Opportunity Management: - Maintain pipeline management, ensuring a healthy and advancing sales funnel. - Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities. - Utilize SAP's comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs. - Sales Excellence: - Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts. - Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach. - Stay informed about SAP's competition and position SAP solutions effectively against them. - Maintain accurate customer and pipeline information within CRM systems. - Leading a (Virtual) Account Team: - Lead and orchestrate remote and cross-functional teams to align with the customer's strategic objectives. - Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions. - Maximize the value derived from SAP's extensive sales support ecosystem. What you bring: - 10+ years of experience in sales of complex business software/IT solutions. - Proven success in business application software sales and leading team-selling environments. - Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market. - Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions. - Fluent in Business English, with proficiency in additional languages considered a plus. - Exceptional communication, both verbal and non-verbal. - Strategic thinking with a high degree of creativity and innovation. - Strong executive presence and results-driven mindset. - Ability to work across multiple teams within a matrix organization Meet your team: - Join a highly motivated team with a deep understanding of SAP's solution portfolio. - Engage in collaborative work with SAP leadership and industry teams to drive customer success. - Align with product/solution management teams to enhance your strategic engagements. - Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP's customer engagements Requisition ID: 455011 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid Requisition ID: 455011 Posted Date: Jun 9, 2026 Work Area: Sales Career Status: Professional Employment Type: Regular Full Time Expected Travel: 0 - 50% Location: