Posted today
Top Secret/SCI
Mid Level Career (5+ yrs experience)
Unspecified
CI Polygraph
Business - Sales
Herndon, VA (On-Site/Office)
Industry Account Executive – SAP Federal (DoD & IC)
We’re seeking a high-impact Industry Account Executive with strong experience in federal enterprise software sales to lead business development, account strategy, and customer success for SAP solutions across the DoD and U.S. Intelligence Community. This role accelerates SAP Cloud growth, digital modernization, and mission-focused innovation for national defense customers.
Key Responsibilities
Account Leadership
Own and grow strategic relationships within assigned DoD and IC accounts
Build and execute account plans aligned to customer mission objectives and IT modernization efforts
Sales Execution
Lead the full sales cycle to exceed annual subscription, services, and renewal targets
Drive demand generation with internal teams and partners
Identify expansion opportunities through whitespace analyses
Maintain accurate forecasting and pipeline in CRM
Strategic Engagement
Establish trusted relationships with senior civilian, military, and contractor stakeholders
Understand customer missions, technical environments, budgets, and acquisition strategies
Position SAP solutions competitively and for mission-critical outcomes
Solution Positioning & Collaboration
Leverage SAP’s full technology portfolio—including ERP, analytics, cloud, cybersecurity, and AI/ML
Partner closely with SAP, SAP NS2, and system integrators to deliver secure, compliant solutions
Support Public Sector and NS2 go-to-market strategies
Required Qualifications
5–8 years in enterprise software/technology sales within the federal market (DoD/IC focus)
Experience with complex, multi-million-dollar federal sales cycles
Strong background selling into the Intelligence Community
Expertise in SaaS sales methodologies (e.g., Value Selling, MEDDPIC)
Deep knowledge of SAP or similar enterprise platforms
Solid understanding of federal procurement processes and contract vehicles
Excellent communication, negotiation, and executive engagement skills
Active U.S. security clearance (TS/SCI + poly)
Preferred
Experience with subscription renewals and expansion deals
Background in cloud modernization, data, or digital transformation in defense
Strategic, creative thinker with strong executive presence
Effective collaborator across matrixed teams
Education
Bachelor’s degree in Business, Engineering, Computer Science, Information Systems, Data Analytics, or related field (MBA preferred)
Location: Washington Metro / Capital Region
Travel: 10–15%
Note: This description serves as a general guideline; responsibilities may evolve based on mission and business needs.
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.com.
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.
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.
We’re seeking a high-impact Industry Account Executive with strong experience in federal enterprise software sales to lead business development, account strategy, and customer success for SAP solutions across the DoD and U.S. Intelligence Community. This role accelerates SAP Cloud growth, digital modernization, and mission-focused innovation for national defense customers.
Key Responsibilities
Account Leadership
Own and grow strategic relationships within assigned DoD and IC accounts
Build and execute account plans aligned to customer mission objectives and IT modernization efforts
Sales Execution
Lead the full sales cycle to exceed annual subscription, services, and renewal targets
Drive demand generation with internal teams and partners
Identify expansion opportunities through whitespace analyses
Maintain accurate forecasting and pipeline in CRM
Strategic Engagement
Establish trusted relationships with senior civilian, military, and contractor stakeholders
Understand customer missions, technical environments, budgets, and acquisition strategies
Position SAP solutions competitively and for mission-critical outcomes
Solution Positioning & Collaboration
Leverage SAP’s full technology portfolio—including ERP, analytics, cloud, cybersecurity, and AI/ML
Partner closely with SAP, SAP NS2, and system integrators to deliver secure, compliant solutions
Support Public Sector and NS2 go-to-market strategies
Required Qualifications
5–8 years in enterprise software/technology sales within the federal market (DoD/IC focus)
Experience with complex, multi-million-dollar federal sales cycles
Strong background selling into the Intelligence Community
Expertise in SaaS sales methodologies (e.g., Value Selling, MEDDPIC)
Deep knowledge of SAP or similar enterprise platforms
Solid understanding of federal procurement processes and contract vehicles
Excellent communication, negotiation, and executive engagement skills
Active U.S. security clearance (TS/SCI + poly)
Preferred
Experience with subscription renewals and expansion deals
Background in cloud modernization, data, or digital transformation in defense
Strategic, creative thinker with strong executive presence
Effective collaborator across matrixed teams
Education
Bachelor’s degree in Business, Engineering, Computer Science, Information Systems, Data Analytics, or related field (MBA preferred)
Location: Washington Metro / Capital Region
Travel: 10–15%
Note: This description serves as a general guideline; responsibilities may evolve based on mission and business needs.
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.com.
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.
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.
group id: 10130876A
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