דרושים Account Executive Federal Government Department Defense ב-Sap ב-גרמניה

What you bring

What do we expect?

• YOUR relentless commitment to be successful which includes to be a team player, enjoying some fun and oversee the big picture.
• YOU being hungry to solve challenging situations in a creative way as every situation is different and has multiple impacts.
• YOU willing to learn new stuff -every day- in a fast-evolving industry (yeah it’s “just” Travel&Expense but we can assure you it’s much more than that!)
• YOU having a demonstrable understanding of the cultural differences
• YOU having knowledge of SAP Concur’s Services (would be great)
• YOU having experience selling Travel, Employee Spend, ERP or financial solutions
• YOU being trained in Challenger Sales and Sandler or equal
• YOU being familiar with cloud sales (would be highly beneficial)
• YOU displaying passion for & responsibility to the customer
• YOU … (to be discussed within the interview)

What you'll do

The Senior Sales Executive role will be key to what we do – You will bring a number of years of successful experience to ensure you understand our customers’ needs and realize the benefits of the investment they make.

Within this role you will:

• be the responsible Sales Executive transitioning our customers into intelligent spend management.
• engage with customers partnering with SAP, Customer Engagement, Solution Consultants, Marketing and our partners. This includes territory planning and account strategy.
• have an excellent opportunity to join a rapidly growing cloud technology company to add previous experience and develop our customers and their purposes.
• have the mission is to achieve sales objectives primarily through selling SAP Concur Travel and Expense Solution through sales of additional service to customers.
• demonstrate and maintain a high level of knowledge about SAP Concur’s products and services, territory, marketplace, competitive offerings and other business issues, customers’ needs and goals.

What You Bring

We are planning a practical and immersive portion of our program, which will have participants spend between 4 and 6 weeks, spread across two trips, in San Ramon, California. This experience is designed to provide unparalleled hands-on learning and networking opportunities. *Please note that this is still in the planning phase, and the final decision will be confirmed by the first quarter of 2026. We will ensure that this information is communicated promptly and that sufficient time is provided for necessary preparations.

During intensive phases of the program, it is critical that all participants are fully engaged and present to ensure maximum learning and success. As such, vacation will not be approved during some critical times of the program.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

Please note that any violation of these guidelines may result in disqualification from the hiring process

What you'll do:

• 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:

• Several years of experience in sales of complex business software/IT solutions.
• Experience in the retail industry
• 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.
• Experience in Cloud business (RISE and Public Cloud)
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Full working proficiency in German and Business English, with proficiency in additional languages considered a plus.
• Experience in managing global account teams across countries and lines of businesses

Soft skills:

• Exceptional communication, both verbal and non-verbal. Fluent german language is mandatory
• 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.

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EXPECTATIONS AND DUTIES

• Fulfil the primary role of a DISP Security Officer within the Government Security & Secrecy Office for SAP Australia (SAP Australia Pty Ltd) accountable to the Regional Manager and DISP CSO for the ongoing management and maintenance of DISP related activities and other respective national security programmes and initiatives.
• Comply with all Defence, AGSVA and Australian Government requirements as the Security Officer
• Responsible for the daily management and administration of mandatory compliance artefacts, such as SAP Australia’s DISP Security Register, as well as GS2’s document sharing sites, such as ANZ GS2 TEAM room and GS2 ANZ National Security Group SharePoint.
• Ability to identify, develop and implement required processes and improvements in the GS2 ANZ portfolio with a focus on meeting SAP’s DISP and other government obligations.
• Support the Regional Manager and Director GS2 (DISP Chief Security Officer) to monitor, interpret and implement changes to policy and legislation and ensure compliance across all of SAP Australia.
• As directed by the Director or Regional Manager, participate and support global GS2 projects, tasks, compliance activities and incident responses to ensure SAP Australia’s DISP compliance.
• Undertake the role of a GS2 Local Secrecy Officer, supporting the Director GS2 in interactions with SAP’s Australian businesses to enable compliance with related global SAP policies.
• Support the local business as a trusted advisor and subject matter expert for SAP’s DISP membership and obligations in direct customer engagements that involve national security or other government regulation.
• Maintain the GS2 internal stakeholder relationships, in support of regional regulatory obligations and related Critical Infrastructure/Classified Information Management (CI/CIM) opportunities and deals ensuring relevant DISP obligations are understood.
• Support GS2 facilitation and maintenance of personnel security clearances, travel security, lateral recognitions, and Requests for Visit in accordance with multi- and bi-lateral security treaties and instruments across SAP Australia and in close engagement with the Australian Government Security and Vetting Agency (AGSVA) and the Australian DSD (Defence Security Division).
• Develop and maintain a strong network of contacts in relevant authorities and security organisations and with other security professionals for the benefit of SAP as a trusted partner within the local markets.
• Participate in initiatives to constantly improve of SAP’s operations and capacity to support customers in highly regulated markets.
• Be an exemplar of what good security practices and a positive security culture look like in action
  EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
  
• Significant management and experience working within a security function in Government ministries/agencies, regulated industries or companies operating in a national security setting.
• Attainment of undergraduate/postgraduate academic, or relevant professional qualifications is highly desirable, particularly in related disciplines including, but not limited to, Government Protective Security, Information Assurance, Information Security, and Risk Management.
• The sensitivities of the relationships with Government across ANZ jurisdictions means that the position requires Australian citizenship.
• Ability to obtain and maintain a Personal Security Clearance, issued by the Australian Government Security Vetting Agency, is required
  Essential knowledge, skills, and experience
• Excellent organisational awareness and detailed planning skills
• Experience in functional areas, accountable for:
  security and compliance administration
  document safeguarding
  classified information assurance, including as defined in Australian Government security policy, including Security Policy Frameworks (PSPF/DSPF/ISM) and or any other relevant Federal, State or Territory Policy/Legislation.
• Excellent communication (written and verbal) and influencing skills with government authorities, regulators, and security organisations on behalf of SAP Australia's Regional Manager, Director GS2 and DISP Chief Security Officer.
• Excellent communication and presentation skills pitched to all levels in SAP, including executive management, in a multi-national, multicultural setting, are essential.
• Demonstrable experience and proven track record to administer and maintain compliance artefacts to be current, complete and accurate to ensure auditability by the Government or internal SAP.
• Must have excellent working knowledge and skills in the suite of MS Office products (Word, Excel, PowerPoint, SharePoint, etc.).
• Experience in working within a large or complex Program/Project Support Office (focussing on resource management, data/document management and security administration) is highly desirable.
• Program/project management qualifications are highly regarded.
• Must have experience in operating in a diverse and challenging regulatory environment and be able to operate independently and part of a small, high functioning and agile team.
• Willingness to attend scheduled, as well as ad hoc, meetings and initiatives with SAP GS2’s overseas colleagues that take place outside of SAP Australia’s core business hours.
• Willingness to travel within ANZ and potentially abroad, including Germany (subject to any recognised health or safety restrictions)
  Further highly desirable knowledge, skills, and experience
• Controlled goods/information registration and ongoing management such as ITAR/EAR regulations.
• Physical and site security, as defined in relevant Australian Government security policies.
• An appreciation of common technical security measures and working in secure zones is highly regarded
  LOCATIONCanberra/Melbourne - Australi
  EXPECTED TRAVEL10-30%

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We win with inclusion

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

Job Segment:Telecom, Telecommunications, Compliance, ERP, Database, Technology, Legal

What you'll do:

The Senior Solution Sales Executive (SSE) partners with the end-to-end account owner to drive HCM solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through acquiring new customers, renewing and expansion, while ensuring long term customer success.

• Develop a territory strategy
• Generate demand, by working with supporting teams, prospecting and use of social selling
• Develop opportunity plans containing compelling solution value propositions
• Manage customer relationships within the HCM solution area
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to HCM
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota
• 5+ years of experience in sales of business software/IT solutions
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment

Meet your team:

• Excellent verbal and non-verbal communication skills
• Strategic thinker, high degree of creativity and innovation
• Excellent executive presence
• Results-driven
• Strong commercial/deal support skills, especially subscription-base

We win with inclusion

Orange County
Los AngelesJob Segment:Sales Management, Software Sales, Compliance, Cloud, Sales, Legal, Technology

What You’ll Do

As an Account Executive within the SAP Academy for Customer Success, you will be responsible for the following:

• Successfully complete a 10-month learn-apply program, which includes classroom phases and field phases with your sales team, that enhances your support in the role and is a critical customer-facing function within our Customer Success Board Area.
• Immerse yourself in multi-dimensional, experiential learning focusing on digital transformation, global intelligence, human skills, business and technology acumen, solution/industry knowledge, and strategy/tools/process.
• Learn how to drive value across the customer lifecycle through solution adoption and ongoing renewals that foster account expansion.
• Receive onboarding in your local market with on-the-job training and mentoring by a Senior Account Executive in the field. You will be able to work both behind the scenes and directly with customers.

Account Executive (AE), Solution Sales Executive (SSE)

What You Bring

• 2–3 years of professional experience in a quota-carrying sales environment in a technology company OR in a role with significant exposure to business processes.
• Experience generating opportunities, qualifying leads, and managing sales pipelines across a defined territory with a proven track record of building customer relationships and articulating value propositions.
• A cooperative and productive approach to working relationships, internally and externally.
• A strong ability to quickly learn new concepts, adapt to changing environments, and apply knowledge to deliver results.
• An understanding of AI fundamentals, uses, and ethics, to identify business problems solvable with AI.
• A resilient mindset, embracing challenges with optimism and consistently striving for growth and success.
• Strong Business Acumen, including demonstrated knowledge of business processes and/or industries.
• Proficiency in English to engage with our global network.

We are planning a practical and immersive portion of our program, which will likely involve participants spending four (4) weeks, spread across two trips, in San Ramon, California. This experience is designed to provide unparalleled hands-on learning and networking opportunities. *Please note the in-person component is still in the planning phase, and the final decision will be confirmed by the first quarter of 2026. We will ensure that this information is communicated promptly, and that sufficient time is provided for necessary preparations.

During intensive phases of the program, it is critical that all participants are fully engaged and present to ensure maximum learning and success. As such, vacation will not be approved during some critical times of the program.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

Please note that any violation of these guidelines may result in disqualification from the hiring process.

What You'll Do

As the Senior Solution Sales Executive BDC , your primary objective will be to achieve your overall revenue goals by creating a robust territory business plan generating at least 4x your quota in pipeline opportunities. Key responsibilities include

• Revenue Generation: Identify and qualify opportunities while developing and executing strategies to drive sales success.
• Territory Development: Create an opportunity plan that effectively communicates the value proposition of SAP’s targeted line of business solutions to potential customers and prospects
• Collaboration: Work closely with the Sales Manager and team to implement programs that enhance pipeline growth and facilitate deal closure
• Account Planning: Collaborate with the Value Added Team (VAT) to educate target accounts on BDC solutions and strategize for key accounts
• Sales Cycle Management: Uncover and manage sales cycle opportunities to maximize engagement with prospects
• Market Expansion: Lead initiatives to establish, develop, and expand market share and drive revenue within assigned accounts
• Sales Best Practices: Develop and implement sales best practices to ensure repeatable success across named accounts

What You Brin

• Experience: Minimum of 5+ years of sales or related experience in business software and/or IT solutions, with at preferably 3 years specializing in any of database or Data management/Warehouse analytics and AI solution
• Executive Engagement: Proven experience selling to CXOs with a good track record of managing large accounts and facilitating technology discussions
• Strong technical role experience / background in database management/Warehouse analytics and AI solutions will be a plus
• Achievement Orientation Demonstrated success in meeting targets and driving new business opportunitie
• Experience and success is driving Independent deals in software solution

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

Please note that any violation of these guidelines may result in disqualification from the hiring process.