SAP Sr. Account Executive - Database & Technology (Northeast) Job in Palo Alto, Pennsylvania

Requisition ID: 112027

Work Area: Sales

Expected Travel: 0 - 10%

Career Status: Professional

Employment Type: Regular Full Time


As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.


The Database & Technology (D&T) Sr. Account Executive (AE) will drive License revenue for the Platform Solutions Group. The primary purpose of the Database & Technology (D&T) AE position is to achieve an overall D&T revenue goal. In order to achieve this goal, the D&T AE must create a complete territory business plan that generates 4x their quota in pipeline opportunity. The D&T AE is responsible for identifying and qualifying opportunities in the areas of Internet of Things, Big Data, HANA Innovation, S/4 HANA migrations, and Enterprise Information Management. The ultimate goal is developing and driving strategy and closing deals.

It is expected that the D&T Sr. AE be adept at creating and nurturing executive, line of business and IT relationships with a strategic and active book of customers while working closely with the matrixed Account Team.


  • Develop net new revenue opportunities and expand the PSG D&T footprint in the install base.

  • Work with the AE, regional teams, vice president (VP) and the D&T Global COE to develop and execute programs to drive D&T pipeline.

  • Develop best practices by securing repeatable and expansive opportunities across named accounts.

  • Uncover and run D&T sales cycles.

  • Independently run discovery sessions with LOBs.

  • Independently manage and lead a sales cycle.

  • Manage a virtual account team.

  • Support AEs in establishing, developing, and expanding market share and attaining revenue within named accounts.

  • Effectively advise and influence customers through consultative selling techniques.

  • Articulate analytic and database technology solutions in terms of ROI to the customer.

  • Research the customer environment to create effective business impact models, build business cases, ROI & TCO models.

  • Educate the AE and regional virtual account team (VAT) about the D&T solution set.

  • Develop strong and successful relationships with regional sales teams and VAT

  • Work with Regional VAT’s to educate target accounts on the solution set and conduct account planning for strategic deals.

  • Work with the VAT on D&T based sales campaigns.

  • Develop a deep knowledge of Database & Technology competitive landscape.


  • 7 years experience in selling Technology in Data Warehousing, Big Data, Hadoop, IOT.

  • Familiarity and expertise with analytics tools, BI tools and associated techniques and approaches for solving business problems.

  • Previous experience selling data warehouse and business intelligence solutions in the Life Sciences vertical is helpful.

  • Proven track record of solution selling enterprise software to the C-Suite

  • Demonstrated history of achieving a multi-million dollar sales quota


To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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