Solution Sales Manager - Finance & Spend Management (F&S) ANZ

First Line Sales Manager (FLSM) For Finance & Spend Management (F&S) ANZ

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 First Line Sales Manager (FLSM) for Finance & Spend Management (F&S) ANZ is responsible for leading, coaching, and scaling a high-performing team of Solution Sales Executives across the North region. This role owns the execution of the ANZ go-to-market strategy for SAP's F&S portfolio, driving revenue growth, pipeline generation, and market share expansion across both net-new and existing customers. Reporting to the Head of Finance & Spend Management ANZ, the FLSM acts as the primary sales leader for the solution area, with end-to-end accountability across the customer lifecycle. This includes pipeline creation, bookings (new and expansion), renewals, and customer adoption. The role serves as the primary point of sales leadership for Finance & Spend Management (F&S) in the North region and acts as the first level of escalation for all F&S Solution Sales activities. Operating in a highly matrixed environment, the FLSM partners closely with Industry Account Executives (IAEs), Customer Success, Services, Marketing, presales, and the partner ecosystem to accelerate Finance and Spend transformation and drive market share growth while delivering differentiated business outcomes for customers.

SAP Solution Portfolio Scope

SAP Cloud ERP Office of the CFO: Financial Planning & Analysis, Accounting and Financial Close, Treasury and Working Capital, Quote-to-Cash, Tax & Trade, Governance Risk and Compliance Procurement: SAP Ariba, SAP Fieldglass

Key Responsibilities

• Sales Leadership & Market Execution
• Lead and execute the ANZ F&S go-to-market strategy aligned to SAP's regional and global priorities.
• Deliver against revenue, pipeline coverage, and consumption targets across all F&S solution areas.
• Identify and prioritise key industries, accounts, and whitespace opportunities to drive market share growth.
• Act as the first point of escalation for F&S sales engagements across the region.
• Establish clear territory and account engagement models to maximise coverage and efficiency.
• Pipeline, Forecasting & Deal Execution
• Build and sustain a healthy, high-quality pipeline across net-new and installed base customers.
• Drive disciplined forecasting, ensuring accuracy, transparency, and executive alignment.
• Lead complex, multi-solution sales cycles with a strong focus on value-based and outcome-driven selling.
• Ensure all proposals are underpinned by compelling business cases with clear ROI and transformation outcomes.
• Embed SAP sales methodologies and governance across all deal stages.
• Customer & Ecosystem Engagement
• Engage directly with C-level stakeholders (CFO, CPO, CIO) to position SAP as a strategic transformation partner.
• Build and maintain strong executive relationships across customers, partners, and industry networks.
• Orchestrate SAP's extended ecosystem (partners, services, product teams) to deliver integrated customer outcomes.
• Represent SAP F&S in key customer engagements, industry forums, and executive discussions.
• Cross-Functional Leadership
• Act as the central point of leadership for F&S-related matters within the ANZ Market Unit.
• Collaborate closely with Industry Sales, Marketing, Solution Advisory, Customer Success, and Product teams.
• Align demand generation initiatives with marketing and digital programs to accelerate pipeline creation.
• Drive alignment between field execution and global solution priorities and sales plays.
• Team Leadership & Talent Development
• Recruit, develop, and retain top-tier solution sales talent across ANZ.
• Build a high-performance culture centred on accountability, collaboration, and continuous improvement.
• Provide hands-on coaching across deal strategy, pipeline development, and executive engagement.
• Set clear performance expectations and support career development for team members.
• Foster a strong team identity within the broader SAP ecosystem.

Experience & Qualifications

Proven track record in enterprise software sales and first-line sales leadership. 10+ years of experience selling Finance, Procurement, or enterprise business applications. Demonstrated success in complex, multi-stakeholder, long-cycle sales environments. Strong experience engaging with C-level executives (CFO, CPO, CIO). Experience operating within a matrixed, partner-centric organisation. Domain Expertise Strong understanding of Finance transformation, Spend Management, and Cloud ERP. Familiarity with key solution areas such as FP&A, Treasury, Tax and Trade, GRC and Procurement. Ability to translate technology capabilities into business value and outcomes.

Skills

Strategic thinking with strong execution discipline. Excellent deal coaching, pipeline management, and forecasting capabilities. Strong negotiation and commercial acumen. Exceptional communication and executive presence.

Education

Bachelor's degree in Business, Finance, Technology, or related field (preferred).