Senior Solution Sales - SAP BTM

SAP Senior Solution Sales

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.

SAP BTM brings together all of the tools needed for the analysis of business process performance, combined with the enterprise software that is used for enabling and re-engineering business processes. Having the tools required for both process analysis and process improvement in a single package is a unique proposition in the market. This is an exciting, fast growing cloud line of business within SAP.

Role Description

The primary role of an SAP Senior Solution Sales is to achieve the overall revenue goal from the assigned territory. In order to achieve this goal, the Senior Solution Sales is responsible and accountable for:

1. Understanding the challenges of prospects and customers in the territory
2. Developing and executing a territory plan
3. Identifying and qualifying opportunities
4. Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

Expectations and Tasks

It is expected that the Senior Solution Sales be adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executives and broader account team at appropriate stages of the engagement. In that capacity, the Solution Sales Expert must:

• Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
• Be responsible for building relationships with the broader SAP organisation and collaborate on account planning and execution of strategic, multi-LOB opportunities
• Drive initial introduction meetings with customers to establish themselves as a trusted advisor
• Lead efforts to establish and develop market share and revenue attainment within named accounts
• Develop repeatable best practices in securing expansion opportunities across named accounts

Work Experience

Minimum 10 years of professional experience in:

• Business process management, analytics, Enterprise Architecture or enterprise software sales
• Consulting experience in SAP implementations. Knowledge of processes like P2P, O2C, Finance, Asset Maintenance is desired
• Experience with BPM and process mining tools such as Signavio, Enterprise Architecture tool like LeanIX, Testing tools like Tricentis, Data migration solution such as Syniti, SAP Solution Manager is preferred
• Well versed with SAP ACTIVATE implementation methodology
• Account management in strategic and key accounts segments across multiple industries
• Complex sales engagements which involve territory planning, account planning, and opportunity planning responsibilities
• Deal crafting and complex deal structuring for large-value opportunities
• Collaborating with large, diverse virtual account teams working on large scale, multi-LOB opportunities especially in conglomerate accounts
• Stakeholder management experience across C-level executives, B-level managers, and end-users

Education and Qualifications / Skills and Competencies

• Bachelor's degree in related fields (Business / Engineering or Technology)
• Ability to identify, qualify, and prioritise opportunities and related tasks
• Knowledgeable in using value-selling processes and methodologies
• Strong financial and business acumen
• Ability to tailor, articulate, and clearly communicate messages relevant to each target audience/receiver of information
• Ability to work across diverse teams, skillsets, and experience
• Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
• Ability to develop trusted relationships with both external and internal stakeholders
• Problem-solving and consultative selling skills
• Thoroughness and attention to relevant details
• Ability to manage both strategic and operational responsibilities
• Multi-tasking and time-management skills to manage parallel opportunities
• Sincerely passionate about customer success, customer delight, and long-term customer relationships
• Outcome focused and not role or designation focused
• Continuous learner
• Thorough, deliberate and structured
• Strong sense of accountability
• Strong belief in maintaining integrity in selling

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 realize their full potential. We ultimately believe in unleashing all talent and creating a better world. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com. 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. Successful candidates might be required to undergo a background verification with an external vendor.