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Services Account Executive, West Region



Requisition ID: 273929
Work Area: Sales
Expected Travel: 0 - 70%
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.


The Opportunity


SAP Services Account Executives (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 that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies. 



  • Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges.
  • 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.
  • Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities and continuously review and update territory and opportunity plans based on a dynamic customer environment.
  • Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
  • Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
  • Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior.
  • Research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business


Experience and Role Requirements:

  • Minimum of 2-4 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 thinking coupled with significant political insightfulness
  • Proven experience with identifying opportunities and managing them through sales process from inception to close
  • Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
  • Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
  • Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
  • Experience leading and influencing a team without direct reporting authority
  • Ability to adapt and function effectively in fast-paced, changing environment


Personal Characteristics Required:

  • Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making.  Achieves good balance between quick decisiveness and slower, more systematic approaches.  Performs critical problem solving easily.
  • Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels. 
  • Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
  • Independence: functions successfully without much supervision and stays focused.
  • Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
  • Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior
  • Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills 





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: Virtual - USA

Services Account Executive, West Region

Facility:  273929
Posted Date:  Jul 1, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 70%

Tempe, AZ, US, 85281

Nearest Major Market: Phoenix

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