Solution Sales Expert

Descrizione dell’offerta di lavoro 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. The Solution Sales Executive (SSE) Expert is responsible for combining deep SAP expertise, business acumen, and end‑to‑end solution area domain knowledge to drive LoB cloud revenue, customer success, accelerate adoption of innovation (especially AI), and position the organization as a market leader. The SSE shapes transformative solutions and delivers measurable value to customers through thought leadership, innovation, and strategic execution—supporting both specific Lines of Business (LoB) and the overall "One SAP" strategy. This position will be responsible for selling our Financial and Spend Management solutions. Qualifications for the position require a minimum of 12 years of experience, including subject‑matter expertise and a proven track record of selling financial and / or spend management solutions over the most recent four or more years. Financial Management Software | SAP Spend Management Software Solutions | SAP What You’ll Do Account ownership & strategy : Serve as the designated Line‑of‑Business owner for assigned accounts, owning the end‑to‑end relationship and developing multi‑year strategic account plans that align customer objectives with company goals and the broader account team’s direction. Drive the end‑to‑end customer value journey with domain expertise : Apply deep financial applications expertise to map current‑state processes, identify high‑impact gaps, and design a prioritized transformation roadmap that delivers measurable business value across the customer lifecycle. Pipeline & opportunity management : Proactively identify, qualify, and develop expansion opportunities within existing accounts, building a healthy pipeline, forecasting revenue, and coordinating with sales to convert opportunities into closed deals. Product success & innovation : Lead go‑to‑market efforts for new products and capabilities—engaging early with customers to validate concepts, capture feedback, and influence product roadmaps—with particular focus on AI and other innovation initiatives that accelerate value. Enablement, demos & prototypes : Ensure demo systems, trial environments, and enablement assets are production‑ready; support solution advisors and learning teams to deliver scalable training, as well as tailored demos, proofs‑of‑concept, and prototypes using customer‑specific scenarios and data. Value proposition & executive engagement : Co‑create compelling executive‑level narratives and ROI analyses (value leakage, cost‑to‑serve, TCO improvements) with value advisors; lead strategic discovery and workshops to gain executive alignment and accelerate buying decisions beyond formal RFP cycles. Commercial negotiations : Lead complex commercial discussions including pricing, contract terms, and cloud revenue models, balancing customer expectations with profitability and long‑term strategic value for the business. Adoption & consumption : Partner with Customer Success and adoption teams to drive usage, monitor consumption metrics, manage escalations, secure customer references, and implement continuous improvement actions to maximize realized value. Customer success & field impact : Own financial‑application deal cycles and renewal negotiations, driving end‑to‑end field engagement and executive sponsorship to prioritize investments and deliver measurable outcomes tied to agreed KPIs. Relationship building & governance : Cultivate C‑suite and buying‑center relationships to align stakeholders, convert sponsors into advocates, and run Quarterly Business Reviews focused on adoption, innovation, risk mitigation, and opportunity identification. Ecosystem & partner engagement : Manage strategic alliances with consulting and systems integrator partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY), co‑developing joint solutions and go‑to‑market approaches while maintaining close partner account‑level relationships. Collaboration & orchestration : Orchestrate cross‑functional execution with Sales, Product, Marketing, Solution Architects, and Delivery teams to ensure account strategies are integrated into the GTM engine and that responsibilities, timelines, and outcomes are jointly owned. Competitive & industry expertise : Maintain up‑to‑date technical and functional knowledge of SAP and adjacent solutions as well as market and competitor trends; use that insight to position differentiated solutions that address industry‑specific challenges and win competitive deals. What You Bring Quota carrying sales experience with a management consulting type profile with 10‑15 Years Industry or Practitioner experience driving software sales; executive relationship building skills with proven C‑suite influence to include the Office of the CFO and Office of the CPO. B2B enterprise experience with multi‑stakeholder SaaS cycles, plus top‑tier consulting and deep industry expertise. Proven experience in account management, solution sales, or customer success roles. Strong understanding of solution sales, value, and account planning methodologies; expansion selling track record (account growth). Deep domain expertise related to financial applications, with strong understanding of AI and innovation trends; prior experience with ERP solutions is highly welcome. Maps value levers and tell a quantified ROI storytelling and compelling business case creation. Strategic thinking, business acumen, relationship building and client advocacy skills. Excellent communication, negotiation, and stakeholder management abilities. Ability to work collaboratively in a matrixed environment and influence without direct authority. Analytical mindset with a focus on problem‑solving and continuous improvement. Fluency in both English and Italian is required. 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 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. AI Usage in the Recruitment Process For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. #J-18808-Ljbffr