Senior Sales Executive (Public Sector & Defense)

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SAP helps the world work better 

At SAP, we give you the opportunity to be your best. Our company mission is centered on collaboration and a shared commitment to helping the world work better. How? Every day, we focus on building the foundation for the future and creating a work environment that embodies diversity, values flexibility, and aligns with our holistic and future-oriented work. We offer a very high level of collaboration in a caring team with a focus on learning and development, recognition of your individual contributions, and a wide range of benefits for you.

The Senior Sales Manager is responsible for focusing on complex sales deals (both partner and direct) with key clients in the Ukrainian public sector (central/local governments and state-owned enterprises) and the defense sector (public and private).

The Sales Manager builds trusting and expert relationships, solves problems, and positions the value of SAP products for their customers at all levels of the organization.

The sales manager represents the SAP brand on the Ukrainian market.

Main responsibilities:

• executing SAP's strategy and priorities to help government and defense customers become intelligent enterprises;
• close coordination with international donors, IFOs on digitalization programs for the state and defense sectors of Ukraine, including GovTech;
• Actively participate in external forums held in the country, representing SAP and positioning its products. Act as SAP's spokesperson on social media in the market, including business social media;
• contributing to demand generation and marketing activities for relevant territories, with particular attention to cloud technologies and artificial intelligence;
• support for the ecosystem of SAP certified partners for the public sector, aerospace and defense industries, awareness of international donor programs for digital initiatives;
• participation in SAP activities and processes in Ukraine;
• sales process management: 
• Effective alignment and collaboration with internal customer success teams at local and regional levels for the relevant customer segment; 
• internal collaboration with government operations, public sector and aerospace and defense industries, finance, legal, ethics and business conduct, and compliance, public sector accounting and A&D teams worldwide; 
• responsibility for creating, monitoring and reviewing a commercial reserve, taking into account the specialization of solutions and industry areas, to achieve key performance indicators; 
• ensuring a high conversion rate from reserve to deal through full deal qualification; shortening the sales process and improving the win rate to achieve real business volume; 
• be an expert in a competitive environment; 
• effective use of SAP and local market resources (battle cards, marketing materials, references, analytical data, etc.);
• continuous active learning in SAP as well as in the local environment (e.g. defense landscape), including open and active communication in SAP.

 Requirements and skills:

• 10+ years of B2B sales experience. Government and/or defense is a plus. Successful sales experience and excellent reputation in the market are mandatory;
• understanding the dynamics of indirect B2B sales;
• knowledge of the Ukrainian corporate digitalization market is a plus;
• local corporate network. Government sector and/or defense is a plus;
• high level of energy, autonomy, proactivity, creativity and innovative ideas, discipline, accuracy and responsibility;
•  excellent communicator and team player;
• high personal and professional integrity;
• active player in business social media, public speaker is a plus;
• Languages: English - high level; Ukrainian - fluent.

Show yourself at your best.

SAP innovations help more than four hundred thousand customers worldwide work together more effectively and use business intelligence more effectively. Originally known for its leadership in enterprise resource planning (ERP) software, SAP has evolved to become the market leader in end-to-end business software and related services for databases, analytics, intelligence, 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-oriented, with a collaborative team ethic and a commitment to personal development. Whether you work with global industries, people, or platforms, we help ensure that every challenge gets the right solution. At SAP, you can be your best self.

We succeed through inclusion

SAP’s inclusive culture, focus on health and wellness, and flexible work models help ensure that everyone – regardless of background – feels included and can perform to their full potential. At SAP, we believe that we are stronger because of the unique abilities and qualities that everyone brings to our company, and we invest in our people to inspire confidence and help everyone realize their full potential. We believe in unlocking all talents and creating a better and more just world. SAP is proudly an equal opportunity workplace and an affirmative action employer. We are committed to the values of equal opportunity in employment and providing accessibility to candidates with physical and/or intellectual disabilities. If you are interested in working at SAP and need help or special support to navigate our website or complete the application, please email your request to the Recruitment Operations Department:  Відправити резюме . For SAP employees: Only permanent positions are eligible to participate in the SAP Employee Referral Program according to the rules set forth in the SAP Referral Policy. Special terms and conditions may apply for roles in professional development.

Equal Opportunities (AA M/F/Vet/Disability):

Qualified candidates will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, sex (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates may be required to complete a background check through an external service provider.