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Services Sr. Account Executive - Utilities



Requisition ID: 280229
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time



SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.


Location: Prefer candidates based in the North East or South East regions of US.


SAP Services Account Executive (SAE) enables customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy.  As the key customer-facing asset in our Services Sales organization, the SAE is responsible for positioning SAP Services as the differentiated partner to help our clients accelerate time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies.


Responsibilities include:

  • Conduct detailed research and comprehensive analysis of the utility industry and specific customer’s business imperatives and challenges to drive demand generation. 
  • Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
  • Build strong internal relationships with license/cloud sales, alliance partners, services delivery, and product management.
  • Be an expert in sales execution by understanding the customer’s decision-making process and developing relationships with key decision-makers and progressing deals through the sales cycle.
  • Facilitate and manage the sales process from start to finish including customer discovery, implementation scoping sessions and deliver formal services proposals.
  • Research and educate oneself formally in organized education forums and informally through internal sales collateral, competitor content, and internal eLearning resources related to SAP business.
  • Leverage social media and other tools to expand awareness of SAP innovations; Proactively position SAP’s thought leadership role in business process transformation and technology advancement.


Experience and Role Requirements:

  • Minimum of 5 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management.  SAP product and prior enterprise business application software or implementation experience is preferred. 
  • Experience working collaboratively through effective communication and management consulting style thinking coupled with significant critical thinking.
  • Proven experience with identifying opportunities and managing them through sales process from origination to close.
  • Possess an understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements.
  • Prior sales experience or knowledge with the U.S. Utilities / Energy & Natural Resources industries and general knowledge of the technology decision process is valuable.

Personal Characteristics Required:

  • Demonstrate the ability to have consistent logic, rationality and objectivity in decision making. 
  • Achieves good balance between quick decisiveness and slower, more systematic approaches and performs critical problem solving easily. 
  • Exhibit professional communication and organization of thought with the ability to apply sound commercial judgment when presenting to SAP customers how SAP Services will align to business outcomes they expect to achieve. 


SAP has a dedicated Utilities vertical and market presence second to none.  Our dedicated utility industry teams and resources are a tightly integrated and trusted team dedicated to delivering customer success.  Recognized as the enterprise software and cloud provider for the industry, SAP Utilities offers a unique career opportunity to immediately join and participate on a winning team.




Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations

Services Sr. Account Executive - Utilities

Facility:  280229
Posted Date:  Jul 16, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 60%

Newtown Square, PA, US, 19073

Nearest Major Market: Philadelphia

Job Segment: ERP, Consulting, Business Development, SAP, Technology, Sales, Research