Solution Sales Manager, Finance and Spend Management - Regulated Industry

SAP-posted 8 months ago

$256,400 - $529,000/Yr

Full-time • Manager

Herndon, VA

Publishing Industries

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The primary purpose of the Solution Sales Manager, Finance and Spend Management - Regulated Industry is to lead, drive, manage, coach, and develop a team of Finance and Spend Management Solution Sales Executives to consistently attain targeted revenue and profitability goals and set the vision and strategy for the sales team. To accomplish these goals, the Solution Sales Manager must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards, and priorities for the sales team, and ensure that the selling models facilitate market penetration.

Lead a team of high-caliber sales talent, introduce strong sales processes, support the development of a full pipeline of sales prospects, engage customers and Partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in the pursuit and achievement of sales revenue and profitability.
Define a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generates competitive advantage on existing markets, and develops consistent new revenue streams that will guarantee short and long-term achievements.
Develop and apply an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
Demonstrate an outstanding execution track along sales cycles, ensuring SAP's sales methodologies and common processes are in place and define clear territory engagement guidelines.
Monitor and take necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.
Utilize a disciplined approach for successful solution selling (value Centric Sales Approach), establish, and maintain accurate, timely, and documented sales revenue forecasting procedures, and provide required updates to SAP executive management.
Ensure there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents.
Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales and provide meaningful strategic advice to retain and grow their business through integrated solutions.
Stay current and informed on all targeted sales plays, understand their objectives and relevance, communicate to the Sales team, and ensure all involved know the roles they play in making sales plays successful.
Work collaboratively with other internal teams within SAP, Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc.

Successful experience leading/managing teams selling into the Regulated, State / Local / Education vertical.
10+ years of experience selling to Procurement and/or Finance Solutions to C-suite stakeholders.
Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
Demonstrate success negotiating complex contracts.
Demonstrated knowledge of consultative selling methodologies.
Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to the customer.

Flexible working models
Health and well-being focus
Diversity and inclusion initiatives
Learning and development opportunities

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