Services Account Executive (SAE) - Aerospace & Defense

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 effect