Senior Solution Sales Executive – Finance & Management – Regulated Industries

Overview

SAP description retained with focus on the role and company benefits. This section summarizes the purpose and environment of the role.

Senior Solution Sales Executive – Finance & Spend Management – Regulated Industries

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 may be focused on any of the following industries: US Federal Government, State & Local Government, Higher Education, Healthcare, and 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 sales of business software/IT solutions with proven track record of over achievement of quota
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant market unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual negotiation skills
• Experience driving net new sales of subscription or perpetual license-based solutions
• Knowledge of the State & Local Government, Higher Education, Healthcare, 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
• 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 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.

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…