Senior Solution Sales Executive - Finance & Spend Management - Regulated Industries
About The Position
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 will be comprised of accounts across the central and west regions of the US with a focus in the following industries: State & Local Government, Higher Education, Healthcare, and Aerospace & Defense.
Requirements
- Experience in consultative sales of business software/IT solutions with proven track record of overachievement of quota and success in a high-performance culture
- Experience driving net new sales of cloud subscription solutions
- Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
- Ability to build collaborative relationships with account teams and market unit leaders across a matrixed organizational structure
- Ability to engage product/solution management teams to support sales cycles and customer success
- Demonstrated success with large transactions and challenging sales pursuits
- Proven contractual negotiation skills
- Knowledge of the State & Local Government, Higher Education, Healthcare, Aerospace & Defense, 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 cloud solutions
Nice To Haves
- Experience selling to Procurement and/or Finance is desirable
Responsibilities
- 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
Benefits
- Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed
- SAP North America Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
