Solution Sales Expert - HCM

Overview

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.

Role Overview

The Solution Sales Executive (SSE) Expert – HCM is a senior, quota-carrying role responsible for driving sustainable growth of SAP Success Factors by combining deep Human Capital Management domain expertise, strong business acumen, and end-to-end solution knowledge.

This role acts as the HCM Line-of-Business owner for assigned strategic accounts—shaping customer transformation agendas, accelerating cloud adoption (with a strong focus on AI-driven innovation), and delivering measurable business outcomes. The SSE Expert operates as a trusted advisor to C-suite executives, positioning SAP as a long-term strategic partner and market leader, while actively supporting the One SAP go-to-market strategy.

The role requires a minimum of 15 years of experience, including a proven track record of enterprise HCM solution sales over the most recent years, with demonstrated success in complex, multi-stakeholder SaaS environments.

• Account Ownership & Strategic Leadership
• Serve as the HCM Line-of-Business owner for assigned accounts, owning the end-to-end HCM relationship.
• Develop and execute multi-year account strategies aligned with customer business priorities, SAP growth objectives, and overall account plans.
• Act as the primary HCM thought leader within the account, shaping executive agendas and transformation roadmaps.
• Customer Value & Transformation
• Lead the end-to-end customer value journey, applying deep HR domain expertise to assess current-state processes, identify value leakage, and design prioritized transformation roadmaps.
• Translate business challenges into outcome-based solutions that deliver measurable value across the employee lifecycle.
• Proactively identify, qualify, and develop expansion and cross-sell opportunities within existing accounts.
• Build, manage, and forecast a robust HCM pipeline, and progress opportunities from discovery to close.
• Drive incremental pipeline creation, including whitespace and net-new opportunities.
• Innovation, AI & Go-to-Market Leadership
• Lead go-to-market efforts for new HCM capabilities, with particular focus on AI-powered innovations.
• Engage early with customers to validate use cases, gather feedback, and influence SAP product direction.
• Position AI as a practical business enabler, not just a technology feature.
• Executive Engagement & Value Storytelling
• Co-create compelling executive-level value narratives and ROI business cases in partnership with Value Advisors.
• Lead strategic discovery sessions and executive workshops to align stakeholders, shorten sales cycles, and move beyond traditional RFP-driven selling.
• Commercial Ownership
• Lead complex commercial discussions, including pricing, contract structures, and cloud revenue models.
• Balance customer expectations with SAP s profitability, long-term value creation, and strategic positioning.
• Adoption, Consumption & Customer Success
• Partner with Customer Success and adoption teams to drive solution usage, monitor consumption metrics, and address risks.
• Support renewals, manage escalations, and secure customer references and success stories.
• Ensure value realization is continuously measured and expanded over time.
• Governance & Relationship Management
• Build and maintain strong C-suite and buying-center relationships, converting executive sponsors into long-term advocates.
• Lead Quarterly Business Reviews (QBRs) focused on adoption, innovation, risk mitigation, and growth opportunities.
• Work closely with strategic partners and systems integrators (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY) to co-develop solution proposition and joint go-to-market strategies.
• Maintain strong partner relationships at…