**We help the world run better** At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. The Opportunity The Aerospace & Defense (A&D) industry is at a pivotal inflection point, driven by the need for resilient supply chains, smart manufacturing (Industry 4.0), and rapid modernization. We are seeking a high-performing Services Account Executive (SAE) to lead the Professional Services strategy for SAP’s premier A&D sector. This portfolio consists of 55 strategic accounts within the aerospace commercial industrial base, including industry titans such as Lockheed Martin, RTX, Boeing, Northrop Grumman, and Gulfstream. In this role, you will not just sell services; you will act as a strategic partner to the world’s most sophisticated engineering and defense organizations. You will position SAP Professional Services as the differentiator that enables these clients to accelerate time-to-value, minimize risk, and achieve their digital transformation objectives. Key Responsibilities Strategic Account Leadership & Demand Generation •  Orchestrate the A&D Strategy: Conduct deep research and comprehensive analysis on the specific business imperatives of the A&D industrial base (e.g., program profitability, complex MRO, regulatory compliance). •     Territory Planning: Develop and execute a territory plan for your assigned segment of the 55 target accounts. Leverage all available assets—including Industry Value Advisors, Marketing, and Delivery Executives—to build a robust pipeline (4x coverage target). •     Drive the Digital Thread: Position services that support the full lifecycle of A&D products, from design to operations, helping customers navigate the shift to the Cloud. Sales Execution & Relationship Management •     Consultative Selling: Build deep, trusted relationships with C-level executives and Program Managers by demonstrating an intimate understanding of their operational challenges. •     Deal Management: Expertly navigate complex decision-making processes. Manage the full sales cycle from qualification to close, ensuring deal structures meet both SAP’s profitability goals and the customer’s value requirements. •     Internal Collaboration: Act as the "Services Captain," building strong internal bridges with License/Cloud Sales (AEs), Alliance Partners (GSIs), Delivery teams, and Product Management to present a unified "One SAP" front to the customer. Governance & Delivery Success •     Revenue Management: Manage the P&L of your territory, ensuring accurate forecasting of bookings, consumption, and adoption. •     Program Governance: Play a key role in the steering committees and governance boards of active engagements, ensuring that what was sold is delivered successfully and that customer satisfaction remains high. Experience & Role Requirements Professional Background •     Sales Experience: Minimum of 5 years of experience in professional services sales, high-tech business development, or complex solution selling. •     Industry Expertise: Proven experience selling into the Aerospace & Defense sector or highly regulated Discrete Manufacturing industries is strongly preferred. Familiarity with the unique contracting and compliance requirements of the Defense Industrial Base (DIB) is a plus. •     Track Record: Demonstrated history of consistent quota over-achievement, specifically in selling complex consulting engagements or enterprise software implementations. Technical & Operational Knowledge •     Cloud Fluency: Strong understanding of Cloud implementation methodologies, Cloud Governance, and the shift from on-premise to SaaS models (RISE with SAP). •     SAP Ecosystem: Prior experience with SAP products, or competitor enterprise business application software (ERP, PLM, Supply Chain), is highly preferred. •     Commercial Acumen: Deep understanding of complex negotiation terms, Master Services Agreements (MSAs), and Statement of Work (SOW) structures for large-scale enterprise projects. Soft Skills & Attributes •     Executive Presence: Ability to project confidence and professionalism while presenting to senior leadership at Fortune 100 A&D companies. •     Adaptability: Ability to function effectively and independently in a fast-paced, matrixed environment. •     Methodology: Familiarity with sales methodologies (e.g., MEDDIC, Challenger) to qualify and progress opportunities effectively. Why SAP A&D Services? You will be working with the companies that protect the world and connect the globe. This is a role for a strategic thinker who wants to move beyond transactional sales and shape the future of the Aerospace industry through technology. **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 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 (https://one.int.sap/me@sap/jobs\_and\_hiring/employee\_referral/region/0000/lang/en) , 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. **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 282100 - 479600(USD) 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 (https://www.sapnorthamericabenefits.com/en/public/welcome) . **AI Usage in the Recruitment Process** For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process (https://jobs.sap.com/content/Ethical\_usage\_of\_AI\_in\_the\_recruiting\_process/?locale=en\_US) . Please note that any violation of these guidelines may result in disqualification from the hiring process. Requisition ID: 445447 | Work Area: Sales | Expected Travel: 0 - 70% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid