Senior Account Executive - Public Sector - Italy

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.

What you'll do

The Senior Account Executive (AE) drives strategic engagement within the Public Sector, empowering customers to achieve their digital transformation goals through Cloud and SaaS solutions. You will combine strong sales execution with deep knowledge of public procurement dynamics. Your responsibilities include:

Account & Customer Relationship Management

• Act as the end-to-end owner of Public Sector accounts, managing cloud subscriptions and software sales.
• Build trusted relationships with C‑level stakeholders and key decision makers across Public Administration.
• Develop strategic account plans that support long-term growth and consistently achieve or exceed revenue targets.
• Gain a deep understanding of each customer’s technology landscape, strategic priorities, procurement constraints, and competitive environment.

Demand Generation, Pipeline, and Opportunity Management

• Maintain a healthy and progressing pipeline, ensuring accurate forecasting and CRM discipline.
• Leverage internal teams—Marketing, Inside Sales, Pre‑Sales, Legal, Customer Success—and partner channels to generate demand and advance opportunities.
• Use the full cloud and industry‑specific solution portfolio to address functional, technical, and regulatory needs.

Sales Excellence

• Identify up‑sell and cross‑sell opportunities through White Space analysis and account planning.
• Navigate Public Sector procurement processes, including tenders, framework agreements (e.g., Consip Agreements), and compliance requirements.
• Position solutions effectively in competitive scenarios and ensure consistent high-quality execution throughout the sales cycle.

Ecosystem & Partner Orchestration

• Collaborate with key Channel Partners and Global System Integrators (GSIs) to expand market reach and strengthen delivery capabilities.
• Coordinate partners and internal stakeholders to ensure alignment, preparation, and excellence in customer engagements.

Leading a (Virtual) Account Team

• Lead cross-functional and remote teams, ensuring clear coordination around customer strategies and opportunities.
• Maximize the value of the broader sales support ecosystem to deliver superior outcomes for Public Sector customers.

What you bring

• 8+ years of experience in Cloud/SaaS or System Integration, with strong expertise in the Public Sector.
• Proven track record of managing complex, multi-stakeholder sales cycles and consistently exceeding sales targets.
• In-depth understanding of Public Administration procurement processes, tenders, framework agreements, and Cloud application architectures.
• Strong negotiation experience in subscription renewals, expansions, and multi‑year contracts.
• Fluent in Italian and English; additional languages are a plus.

Soft skills

• Excellent communication and presentation skills, with strong executive presence.
• Strategic thinker with the ability to translate customer needs into long-term account strategies.
• High level of creativity, adaptability, and results orientation.
• Strong ability to collaborate and influence within complex, matrixed organizations.
• Capable of leading virtual teams and orchestrating diverse stakeholders.

Meet your team

• Join a motivated, collaborative team with deep knowledge of Cloud solutions and Public Sector transformation.
• Work closely with industry experts, leadership, and partner organizations to deliver impactful digital innovation for Public Administration customers.

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: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, 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.

Successful candidates might be required to undergo a background verification with an external vendor.

Compensation Range Transparency

SAP believes pay transparency is essential for cultivating an honest, supportive, and inclusive culture, representing a significant step in our commitment to leading the way in achieving pay equity. SAP provides the annualized compensation range, which includes both base salary and variable incentive targets for the career level of the posted role. The target range for this position is 105600-199300EUR. The actual amount offered to successful candidates will fall within this range and will depend on factors such as education, skills, experience, and role scope, as determined during the selection process. Any SAP variable incentive includes a target amount, with the actual payout depending on both company and individual performance. Please reference this link for a summary of SAP benefits and eligibility requirements on SAP's Benefits and Rewards site.

You may be employed by the company between Livello 2 and Quadro pursuant to the CCNL Commercio per I dipendenti di Aziende del Terziario, della Distribuzione e dei Servizi (ie H011 )

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.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 451016 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: