SAP is a leading company that helps the world run better by enabling businesses to work together more efficiently. The SAP Services Senior Account Executive for the State & Local Government and Education market is responsible for consultative services sales, focusing on customer outcomes through cloud adoption and usage, while positioning SAP as a key partner for customer success.
Responsibilities
- Lead with customer outcomes for public sector and education
- Research the needs and challenges of government and education organizations (for example: constituent services, compliance, grants and funding, modernization, workforce, and procurement)
- Build simple, clear success plans for each customer that link business goals to milestones and the services they are entitled to use
- Drive “time-to-first-value” (the first meaningful result) and “time-to-next-value” (the next measurable improvement)
- Position and sell Success Plans and cloud-delivered services
- Attach, renew, and expand Success Plans that fit the customer’s goals and funding cycles
- Propose practical “adoption accelerators” such as activation services, expert-guided sessions, optimization services, and value workshops
- Run effective governance without jargon
- Hold regular executive check-ins and progress reviews with a shared success plan, clear metrics, and a transparent risk-and-mitigation log
- Ensure customers understand their service entitlements, activate them quickly, and use them to achieve results
- Co-sell and co-deliver with partners
- Build joint adoption plans with systems integration partners and service providers; define roles, success criteria, and handoffs
- Align partner delivery to Success Plan commitments and public-sector quality standards
- Territory and account planning
- Create and execute territory and account plans using all available resources (sales, marketing, delivery, customer success, product teams) to grow healthy pipeline and accelerate deal progression
- Sales excellence and forecast discipline
- Master the customer decision process, build relationships with decision-makers in government and education, and move deals forward with momentum
- Keep your pipeline and forecast accurate in our CRM and provide clear updates
- Team leadership and talent development
- Orchestrate cross-functional teams and mentor incoming talent to scale best practices in outcome selling and adoption planning
Skills
- 5+ years of relevant experience or equivalent skills gained in related roles (for example: services sales, business development, consulting/delivery leadership, partner management, or industry leadership)
- Outcome-focused selling and value storytelling: connect services to measurable results and return on investment; communicate clearly with executives
- Deal leadership: create opportunities, shape proposals, negotiate complex services agreements (including key terms and conditions), and close deals
- Program and stakeholder management: run structured account plans, executive reviews, and governance with clear milestones and metrics
- Collaboration: work effectively across sales, delivery, support, product teams, and partners to execute a shared plan
- Experience with SAP products or SAP cloud customer success offerings (Cloud Success Services, Success Plans). Experience with other enterprise software providers is equally valuable
- Familiarity with public-sector buying processes, procurement rules, cooperative contracts, and budget and funding cycles
- Prior experience in customer success, service delivery, or value engineering
- Public sector and education experience is strongly preferred. We also welcome adjacent experience that translates well to this work—such as regulated industries, healthcare, higher education, nonprofit, utilities, or financial services—especially where you can demonstrate learning agility and impact
Benefits
- Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
- 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.
- 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.
- SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities.
- Successful candidates might be required to undergo a background verification with an external vendor.
Company Overview
SAP provides enterprise application software to various industries, including consumer, discrete manufacturing, public services. It is a sub-organization of Delos Cloud. It was founded in 1972, and is headquartered in Walldorf, Baden-Wurttemberg, DEU, with a workforce of 10001+ employees. Its website is https://www.sap.com.
