Solution Sales Expert - Business Data Cloud (BDC) Public Services West

SAP • Stanford, CA

32d • $256,400 - $435,800 • Hybrid

About The Position

The Solution Sales Expert (SSE) is a strategic leader who combines deep SAP expertise, business acumen, and end-to-end solution area domain knowledge to drive Business Data 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 Business Data Cloud and the overall “One SAP” strategy. This position will be responsible for selling our Business Data Cloud platform.

Requirements

• 12 plus years’ experience in a quota-carrying role.
• Quota-carrying sales experience with a management consulting type profile with 10-15 years of industry or Practitioner experience driving software sales; Executive relationship building skills with proven C-suite influence for multiple lines of business utilizing data.
• 4 plus years’ domain experience in the Data Platform/Cloud solution area, either from the related industry or consulting:
• Ability to articulate business value of data technologies, including Databricks, Snowflake, Palantir, Google BigQuery, MSFT Fabric, SAP Datasphere, SAP BW, and/or Lakehouse/EDW solutions. Generic knowledge of SAP technologies, including the Business Data Cloud platform, is useful.
• Understanding of cloud platforms (AWS, Azure, Google Cloud) and data engineering tools.
• Experience in enterprise solution selling focused on AI, data management, and data governance.
• Knowledge of data engineering, machine learning, AI, and their ecosystem.
• Awareness of trends in data management, business intelligence, and analytics technologies.
• Understanding of industries and verticals relevant to SAP’s data and analytics solutions, and verticals that are key markets for SAP’s data and analytics solutions.
• Bachelor’s degree in business, Marketing, Information Technology, or related field.
• B2B enterprise experience with multi-stakeholder SaaS cycles
• Proven experience in account management, solution sales, or customer success roles.
• Strong understanding of solution sales, customer value realization, and territory management & account planning methodologies; Expansion selling track record (account growth).
• Maps value levers and tells a quantified ROI, storytelling, and compelling business case creation.
• Ability to generate pipeline, nurture sales opportunities from lead to close, and the ability to correctly predict the deal trajectory, including inherent risk in closure.
• Thought Leadership, 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.

Responsibilities

• Serve as the Business Data Cloud owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives, and broader account plans by the account team.
• Provide solution area domain expertise and thought leadership to understand and address high-priority business challenges. Lead end-to-end process mapping and the customer value journey, owning the transformation roadmap for the Business Data Cloud.
• Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets.
• Drive go-to-market for new products, engage early with customers, validate solutions, and influence the product roadmap. Lead AI and innovation initiatives (e.g., BDC, Knowledge Graphs, scalable PoCs, Joule agents).
• Support solution advisors to ensure demo system readiness and manage enablement programs. Collaborate with Demo & Learning teams to provide updated assets and trial environments as part of scalable enablement programs, as well as customized demos, POCs, and prototypes with customer-specific data.
• Collaborate with value advisors to create compelling narratives articulating ROI, value leakage, and competitive advantages. Conduct strategic discovery, run value leakage, AOTP workshops, and deliver persuasive pitches with ways of solving distinct customer business/buying-center challenges to accelerate executive buy-in and drive demand independently of RFPs.
• Navigate complex pricing and contractual discussions, balancing client expectations with organizational profitability and cloud revenue growth.
• Support Customer Success Management (CSM) communities, secure references, and manage escalations. Collaborate with CS and CS&D adoption teams to ensure the successful delivery of solutions and services, monitoring outcomes, and driving continuous improvement to maximize customer value.
• Own Business Data Cloud deal cycles, renewals, enablement, and executive engagement. Elevate customer discussions to prioritize investment and drive measurable outcomes.
• Drive C-suite engagements and Buying Center Alignment by fostering long-term high-value relationships and converting executives into advocates and brand ambassadors. Conduct Quarterly Business Reviews (QBRs) with customers and internal stakeholders focused on solution adoption, innovation, risks, and opportunities.
• Own relationships with strategic consulting partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY) to co-innovate, develop joint go-to-market strategies, and shape disruptive solutions. Maintain direct, high-quality relationships with partner account leads.
• Align closely with Sales, Product, and Marketing to ensure SSE impact is fully integrated into the go-to-market engine with a tailored GTM approach. Drive joint accountability and coordination across internal stakeholders for maximum market impact.
• Maintain deep technical and functional knowledge across SAP solutions. Stay at the forefront of emerging technologies and competitive trends to craft differentiated solutions that win in the market.

Benefits

• Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
• SAP North America Benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Senior