Senior Solution Sales Executive - Finance & Management - Regulated Industries

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.

Job Title
:
Senior Solution Sales Executive – Finance & Spend Management – Regulated Industries

Location
: US Central or West

The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive solution specific sales motions with a dedicated focus on SAP’s Procurement and oCFO products. The candidate should have relevant domain expertise to solve customer business challenges commonly faced by CFOs and Chief Procurement Officers. The ideal candidate will have experience formulating and presenting a Point of View to Finance and Procurement stakeholders;

use all available resources to solve customer problems that relate to SAP’s oCFO and Procurement solutions (Finance, Spend and Supplier Management, Working Capital Management, GRC, and QTC Solutions).

The sales territory will be comprised of accounts across the central and west regions of the US with a focus in the following industries:
State & Local Government, Higher Education, Healthcare, Aerospace & Defense, and/or Utilities.

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint primarily for accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

• Experience in consultative sales of business software/IT solutions with proven track record of over achievement of quota and success in a high-performance culture
• Experience driving net new sales of cloud subscription solutions
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Ability to build collaborative relationships with account teams and market unit leaders across a matrixed organizational structure
• Ability to engage product/solution management teams to support sales cycles and customer success
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual negotiation skills
• Knowledge of the State & Local Government, Higher Education, Healthcare, Aerospace & Defense, and/or Utilities industry and their regulatory environment
• Excellent verbal and written communication skills
• Results-driven and strategic thinker with a high degree of creativity and innovation
• Excellent executive presence
• Strong commercial/deal support skills, especially subscription-based cloud solutions
• Experience selling to Procurement and/or Finance is desirable

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…