Senior Account Executive - Public Sector - Italy

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.

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.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. Successful candidates may be required to undergo a background verification with an external vendor.