The SAP Services Senior Account Executive for the State & Local Government and Education market leads value-based, consultative services sales focused on customer outcomes through cloud adoption and real usage. As the key customer-facing role within SAP Services Sales, you will position SAP as the partner to accelerate time-to-value while controlling implementation and operational costs. You will lead with SAP’s cloud customer success offerings, including Success Plans and cloud-delivered services, and orchestrate SAP and partner teams to deliver measurable business results. You will run clear, simple customer success plans and executive reviews to track progress and remove blockers. What you will do Lead with customer outcomes for public sector and education Research the needs and challenges of government and education organizations (for example: constituent services, compliance, grants and funding, modernization, workforce, and procurement). Build simple, clear success plans for each customer that link business goals to milestones and the services they are entitled to use. Drive “time-to-first-value” (the first meaningful result) and “time-to-next-value” (the next measurable improvement). Position and sell Success Plans and cloud-delivered services Attach, renew, and expand Success Plans that fit the customer’s goals and funding cycles. Propose practical “adoption accelerators” such as activation services, expert-guided sessions, optimization services, and value workshops. Run effective governance without jargon Hold regular executive check-ins and progress reviews with a shared success plan, clear metrics, and a transparent risk-and-mitigation log. Ensure customers understand their service entitlements, activate them quickly, and use them to achieve results. Co-sell and co-deliver with partners Build joint adoption plans with systems integration partners and service providers; define roles, success criteria, and handoffs. Align partner delivery to Success Plan commitments and public-sector quality standards. Territory and account planning Create and execute territory and account plans using all available resources (sales, marketing, delivery, customer success, product teams) to grow healthy pipeline and accelerate deal progression. Sales excellence and forecast discipline Master the customer decision process, build relationships with decision-makers in government and education, and move deals forward with momentum. Keep your pipeline and forecast accurate in our CRM and provide clear updates. Team leadership and talent development Orchestrate cross-functional teams and mentor incoming talent to scale best practices in outcome selling and adoption planning. Experience and role requirements Note: We encourage you to apply even if you don’t meet every qualification. Must-haves (skills and capabilities) 5 years of relevant experience or equivalent skills gained in related roles (for example: services sales, business development, consulting/delivery leadership, partner management, or industry leadership). Outcome-focused selling and value storytelling: connect services to measurable results and return on investment; communicate clearly with executives. Deal leadership: create opportunities, shape proposals, negotiate complex services agreements (including key terms and conditions), and close deals. Program and stakeholder management: run structured account plans, executive reviews, and governance with clear milestones and metrics. Collaboration: work effectively across sales, delivery, support, product teams, and partners to execute a shared plan. Nice-to-haves (can be learned on the job) Experience with SAP products or SAP cloud customer success offerings (Cloud Success Services, Success Plans). Experience with other enterprise software providers is equally valuable. Familiarity with public-sector buying processes, procurement rules, cooperative contracts, and budget and funding cycles. Prior experience in customer success, service delivery, or value engineering. Transferable skills welcome Executive communication, negotiation, program governance, data-driven decision-making, and partner co-selling/c 0-delivery. Education No specific degree required. We value demonstrated skills and impact. Relevant certifications or training are a plus. Public sector and education focus (broadened entry paths) Public sector and education experience is strongly preferred. We also welcome adjacent experience that translates well to this work—such as regulated industries, healthcare, higher education, nonprofit, utilities, or financial services—especially where you can demonstrate learning agility and impact. Knowledge of public-sector procurement and funding can be learned. SAP provides enablement and support to help you ramp up quickly. How you work Customer-first and outcome-focused: you start with a clear value hypothesis and finish with measured results. Collaborative orchestrator: you align SAP teams, partners, and customers around one shared success plan with clear roles and milestones. Proactive and data-informed: you use leading indicators to spot risks early and clear obstacles before they slow progress. Mentor and multiplier: you coach peers and new hires, turn good plays into repeatable ones, and scale them through partners. Measures of success (plain language examples) The percentage of new and existing customers who buy or renew a Success Plan meets or exceeds goals Customers activate services quickly and reach first value on or ahead of plan Usage and adoption milestones are achieved each quarter Customer retention and growth meet or exceed regional targets Customer satisfaction scores meet or exceed thresholds; executives remain engaged and supportive Additional details Organization: SAP Services within the Regional Industry Market Unit — a trusted, tightly integrated team committed to customer success and working together Location: Near any U.S. airport; regional travel as needed for executive meetings, governance sessions, and partner activities Reporting: Services Sales and Customer Success leadership, with close alignment to Product Sales and Partner leadership #LI-LE 1 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. 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