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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.

SAP NS2 Industry Account Executive – Department of Defense & U.S. Intelligence Community-TS/SCI poly-Metro DC

NS2 COMPANY DESCRIPTION

SAP is the global market leader for business software and related services. SAP National Security Services Inc.® (SAP NS2®) is an independent U.S. subsidiary of SAP. At SAP NS2, we leverage best-in-breed technologies engineered by SAP to protect the lives, assets and information of Americans. We offer SAP solutions with specialized levels of security and support to meet the requirements of U.S. national security and critical infrastructure customers.

This position requires access to customer data; Must be a U.S. citizen. SAP NS2 does not offer Visa sponsorships for this role. All internals must have manager’s approval to transfer.

Location:

Washington, D.C. Metro / Capital Region

About the Role:

We are seeking a dynamic Industry Account Executive with proven experience in federal enterprise software sales to lead business development and account management for SAP solutions across the Department of Defense (DoD) and the U.S. Intelligence Community (IC). This role drives SAP Cloud growth, digital transformation, and mission-aligned innovation for national defense and intelligence operations.

The ideal candidate brings deep knowledge of SAP technologies, strong federal acquisition expertise, and a well-established network across DoD and IC agencies.

Key Responsibilities include:

Account Leadership:

+ Own and manage SAP’s strategic engagement with assigned Intelligence Community and DoD accounts.

+ Develop and execute comprehensive account plans aligned with customer missions, enterprise IT strategies, and modernization initiatives.

Sales Execution:

+ Manage the full sales cycle—from prospecting to close—achieving and exceeding annual revenue targets across cloud subscriptions, services, and renewals.

+ Leverage internal resources (marketing, inside sales, partners) to drive demand generation.

+ Conduct White Space analyses to identify up-sell and cross-sell opportunities.

+ Maintain accurate forecasting, pipeline, and account intelligence in CRM systems.

Strategic Engagement:

+ Build trusted relationships with senior civilian, military, and contractor stakeholders.

+ Gain deep insight into customer missions, technology landscapes, budgets, and acquisition strategies.

+ Position SAP solutions effectively against competitors and in alignment with mission-critical outcomes.

Solution Positioning & Collaboration:

+ Utilize SAP’s full portfolio—including industry-specific and LoB solutions—to meet customer requirements.

+ Collaborate with SAP and SAP NS2 teams, system integrators, and channel partners to architect secure, compliant solutions across ERP, analytics, cloud, cybersecurity, and AI/ML domains.

+ Partner with SAP Public Sector and NS2 leadership to shape go-to-market strategies for the defense and intelligence community.

**Requirements/Must Haves** :

+ 5–8 years of experience in enterprise software or technology sales within the U.S. federal market, focused on DoD or IC customers.

+ Proven record managing multi-million-dollar accounts and complex, long-cycle federal sales.

+ Experience in Selling into and supporting the Intelligence Community

+ Expertise in SaaS sales models and methodologies (e.g., Value Selling, MEDDPIC).

+ Deep familiarity with SAP or equivalent enterprise platforms.

+ Thorough understanding of federal procurement processes, contract vehicles (GWACs, IDIQs, OTAs), and budget cycles.

+ Excellent communication, negotiation, and executive presentation skills.

+ Active U.S. security clearance (TS/SCI poly).

**Preferred Qualifications** :

+ Strong negotiation experience with renewals, expansions, and subscription-based solutions.

+ Background in digital transformation, data analytics, or cloud modernization within the defense sector.

+ Strategic, creative thinker with strong executive presence.

+ Ability to collaborate effectively across matrixed teams.

**Education** : Bachelor’s degree in Business, or Engineering (e.g., Computer Science, Data Analytics, Information Systems), or a related field, or equivalent work experience. MBA or equivalent experience is preferred.

**Location:** Washington Metro / Capital Region

**Travel** : 10-15%

Note: The job description is meant to be a guideline. It is not exhaustive, and we will expect the selected candidate to show flexibility and eagerness to undertake varied tasks and projects.

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: [email protected].

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, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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 hourly base salary rate range applicable for the posted role. The targeted range for this position is 256400 - 529000 USD CAD. The actual amount to be offered to the successful candidates 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. SAP offers limited benefits for employees hired into hourly or like roles subject to appliable plan/policy terms. A summary of benefits and eligibility requirements can be found by clicking this link: www.SAPNorthAmericaBenefits.com.

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.

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: 440585 | Work Area: Information Technology | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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