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The Vice President of Sales is responsible for leading strategic growth across Aerospace & Defense (A&D) accounts, with a primary focus on the U.S. Department of Defense (DoD), defense contractors, and the broader Defense Industrial Base (DIB). This role drives revenue attainment, defines go-to-market strategy, and builds executive-level relationships within highly regulated federal environments. The VP of Sales leads a team of Account Executives and aligns sales efforts with key industry priorities, including digital engineering, supply chain resilience, and AI-enabled transformation across the DIB.

Key Responsibilities

• Define and execute a comprehensive Market Unit (MU) sales strategy focused on Aerospace & Defense, aligned to DoD modernization initiatives and the evolving needs of the Defense Industrial Base.

• Achieve and exceed quarterly and annual revenue targets across enterprise software, cloud, and data-driven solutions.

• Lead, develop, and scale a high-performing team of Account Executives focused on complex federal, DoD, and DIB opportunities.

• Establish and maintain senior executive relationships with DoD stakeholders, defense primes, and key participants across the Defense Industrial Base.

• Drive sales initiatives supporting engineering transformation, supply chain optimization, and AI-enabled decision-making, strengthening resilience and visibility across the DIB.

• Implement disciplined pipeline management, forecasting accuracy, and opportunity qualification processes to improve conversion and predictability.

• Lead full lifecycle sales efforts, including capture strategy, proposal development, negotiation, and contract execution within regulated environments.

• Collaborate with cross-functional teams including Industry, Engineering, Supply Chain, Product Development, Marketing, and AI/Analytics to deliver integrated solutions across complex DIB ecosystems.

• Serve as a thought leader on A&D digital transformation, including supply chain modernization, Model-Based Systems Engineering (MBSE), and data integration across the Defense Industrial Base.

• Drive enablement of the broader sales organization on enterprise platforms, including SAP S/4HANA and RISE with SAP, in alignment with DoD acquisition frameworks and compliance requirements (e.g., FedRAMP, ITAR, CMMC).

• Foster a performance-driven culture focused on accountability, professional development, and mission impact.

Qualifications and Experience

• Bachelor’s degree required, preference for Aerospace Engineering, Systems Engineering, Supply Chain, Operations, or a related field. MBA or advanced technical degree preferred.

• Minimum of 10 years of experience in enterprise software or technology sales, including leadership roles with revenue accountability.

• Proven experience selling into the U.S. Department of Defense, military branches, defense contractors, and/or across the Defense Industrial Base, with a strong understanding of federal procurement and contracting processes.

• Experience with SAP solutions preferred, including familiarity with S/4HANA and cloud transformation programs such as RISE with SAP.

• Experience with AI-driven platforms, data ecosystems, or systems of engagement (e.g., Palantir, advanced analytics, digital twins) highly desirable.

• Strong understanding of Aerospace & Defense operations, including engineering, manufacturing, sustainment, and supply chain logistics within the Defense Industrial Base.

• Familiarity with regulatory and compliance frameworks impacting the DIB, including FedRAMP, ITAR, and CMMC.

• Demonstrated success leading complex, multi-year transformation initiatives involving enterprise applications, cloud, and data platforms.

• Familiarity with consultative and solution-based sales methodologies in regulated environments.

• Excellent executive communication and stakeholder management skills, with the ability to translate technical solutions into mission and operational outcomes.

• Military or government service experience is a plus.

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.

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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, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 341600-701500USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

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Requisition ID: 450943 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: