Senior Account Executive - SAP Business Technology Platform (BTP) SLED & Utilities West

We help the world run better

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


As an SAP Business Technology Platform (BTP) AE, you will develop a strategy and execute an intelligent enterprise sales plan resulting in cloud subscription revenue wins with existing SAP accounts. At a solution level, the BTP AE must develop and maintain an awareness of SAP’s current and future SAP initiatives in the areas of Digital Transformation, Process Optimization, Data Architecture & Data Fabric, Modern Analytics, and Application Optimization.  The ability to connect customer outcomes to SAP and partner solutions is key. Such solutions include products encompassing the cloud-based Business Technology Platform (including cloud versions of SAP HANA, EIM, Sybase Databases, Middleware, SAP Cloud Platform, Analytics, and SAP Analytics Cloud).  Acting as a knowledgeable resource for customers, the BTP AE must be able to articulate SAP’s value proposition in the areas of platform & technology to SLED (State, Local, and Higher Ed) and Utilities accounts.


The BTP AE will be focused on driving innovation into customer accounts. A key component of the success of this role relies upon the AE's ability to learn and articulate how SAP can drive innovation into accounts, in order to improve revenue, margin, and market position. The AE will be supported by SAP resources, to communicate and quantify the vision for the customer – the AE will be the leading storyteller in the process. The BTP AE will work closely with other support resources (including presales and global sales support) to achieve their objectives. This role is part of the SAP Platform and Technologies Organization and will report into a regional leader.


Expectations and Tasks of Job:


  1. Demonstrate the business benefits and value proposition of SAP Database, Data Management and Analytics, and Technology solutions.
  2. Collaborate with support resources to maximize SAP BTP revenue.
  3. Identify customer business pains and challenges and articulate those challenges into SAP solutions.
  4. Identify areas of innovation within the client base, and then drive resources to prove out the innovation and its business value for the customer.
  5. Develop new business sales opportunities in new accounts.
  6. Manage several complex sales opportunities simultaneously.
  7. Win complex sales deals in a competitive environment to achieve sales targets.
  8. Maintain broad and deep knowledge of SAP BTP portfolio, as well as industry trends.


Work Experience:


  1. Experience selling Database, Data Management, Analytics and/or Technology solutions to large Enterprises.
  2. Experienced in SAP or Sybase Database & Data Management products preferred.
  3. Experience with Analytical and Predictive Technologies including Cloud applications.
  4. Management of large, complex sales cycles with expectations to achieve quota.
  5. Strong communication and presentation skills with the ability to interact at the CXO level. Experience in both hunting for new business and expanding our business relationships in existing accounts.


Education and Qualifications/Skills and Competencies:

  1. Minimum of 5 years of similar working experience
  2. Possess hands-on knowledge of SAP, Sybase, Oracle, IBM, Microsoft, Teradata, Informatica, MapR, Microsoft, AWS, Google Cloud, Cloudera, Hortonworks, or other associated database and data management technology.
  3. Possess hands-on knowledge of Analytic solutions such as Business Objects and other Cloud-based Analytics solutions.
  4. Good understanding of Software/Systems/Database architecture
  5. Ability to forecast/ manage sales expenses, and successfully close new business.
  6. Proven problem-resolution, communication, planning & organizing, and execution skills.
  7. Business development, prospecting, and presentation skills
  8. Proven track record of exceeding sales objectives and territory/account development
  9. Bachelor’s Degree

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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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:
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.


EOE AA M/F/Vet/Disability

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.


Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 180,500 - 383,900 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.


Requisition ID: 396756 | Work Area:Sales  | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Requisition ID:  396756
Posted Date:  Jul 3, 2024
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 40%

Newport Beach, CA, US, 92660

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