Solution Sales Manager - Finance & Spend Management

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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. 

Job Summary

Our hyper-growth means that we are looking for an experienced and dynamic cloud sales leader to serve as the Head of F&S. This second level sales leader will have full responsibility and accountability for customer success and region revenue for the SAP Finance and Spend platform. The primary purpose of the leader is to build and lead a world class capability and team which will spearhead the F&S growth in this fast-growing market. Our growth and success is based on our customer’s success, so a passion for owning and driving the complete customer life-cycle is critical.

What you'll do

The Solution Sales Manager of F&SM will help design, develop, and apply the SAP Finance and Spend platform processes and methodologies, as well as importing his/her own knowledge and experience of the accounts in the Region. Responsibilities also include customer-focused leadership and people development by effectively developing the skills and capabilities of the Customer Engagement Executives aligned to their team. This is a strategic hire and the candidate has a key role to play in the SAP Finance and Spend platform Market Unit leadership team. The leader will build up the capability and must ensure that all efforts are focused on improving commercial performance in the Market Unit (go to market, route to market, operational excellence, client, and partner relationships). Clearly this individual must be equipped to play a significant role in representing SAP Finance and Spend platform on those related country(ies).

What you bring, expectations and tasks

• Serve as a key member of the SAP Finance and Spend platform leadership team
• Demonstrate outstanding execution track record SAP Finance and Procurement customer success and sales methodologies and defining clear territory engagement guidelines.
• Monitors and takes necessary measures to ensure adequate pipelines of opportunities and demand generation for sustainable growth.
• Ensure there is a proper business case with clear and attractive Return On Investment (“ROI”) impact, on each proposal SAP presents.
• Clear understanding and passion for managing the complete customer life cycle in a cloud-based business
• Leverages social and other platforms to enhance the awareness of SAP Finance and Spend platform brand, our vision and mission, and our customer success stories.
• Build a network of executive relationships across industry, community, and business groups, and with key partners and customers
• Stay abreast of issues impacting businesses - particularly those important to procurement, supply chain, and finance
• Capable of developing solid references that are willing to share their success publicly.
• Accountable for leading and facilitating an adequate governance model that will leverage across our larger matrixed SAP organization
• Take advantage of internal Virtual Account Teams as well as development and support organizations, involving them on the early stages of sales cycles and driving expected results. Inspire and influence internal stakeholders, experts, and other resources not under direct control, help remove obstacles and aiming goals achievement.
• Guarantee that each sales team member will deliver on expected quarterly/annual sales objectives.
• Recruit, develop, train, and motivate a group of high achieving A-players.
• Facilitate alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
• Facilitate individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
• Effectively manage remote resources, dedicating quality time and leveraging company’s resources.
• Embrace Learning Organization proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives

Meet your team

We work in a heavily matrixed environment. Collaboration and consideration of the broader good for our customers, our colleagues, and our business is a key attribute. Working in a matrix where control is not always direct and communication is key is very important. Trust and transparency will drive how well the SAP I SAP Finance and Spend platform stays aligned to the regional goals and initiatives.

Key Qualifications

• The ideal candidate must be an accomplished senior leader, with sound reputation with consistent successful track record in achieving stretch goals
• This is a hyper-growth business. Experience in leading the way in that environment is crutial.
• A profound market understanding in strategic and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and delivering results for them.
• When targeting the Office of the CFO, specific sales skills are crucial to effectively communicate value, build trust, and close deals. Financial Acumen, Understanding Financial Metrics, Be fluent in financial terms and metrics such as ROI, TCO, NPV, IRR, and cash flow, Cost and Benefit Analysis. Ability to perform and present compelling cost-benefit analyses. Understand how your solutions impact financial statements and reporting. Demonstrate how your solution aligns with the CFO’s strategic objectives. Clearly articulate complex financial concepts and the business case for your solution. Understand and address the risks associated with solution implementation. Be knowledgeable about financial regulations and compliance requirements. Use real-world examples and case studies to illustrate success stories and financial outcomes. Understand how your solution integrates with existing financial systems. Demonstrate a commitment to ensuring the solution delivers the promised financial benefits. By honing these skills, sales professionals can more effectively engage with the Office of the CFO, communicate the value of their solutions, and close more deals. developed strategic skills to drive Sales and Marketing and go-to-market improvement.
• Has experience in growing a business in a relatively short timeframe and with aggressive growth targets; proven track record to build a team and capability. Demonstrated ability to work effectively within complex organizations with the knowledge of how to successfully navigate issues with imaginative and winning solutions.

Education and Qualification/ Skills & Competencies

• Strong intellectual capabilities to take business and strategic leadership.
• Sound entrepreneurial attitude.
• Extensive hands-on management experience.
• Demonstrated ability to win others and to align with peers and colleagues across a large territory.
• Is organizationally agile; can navigate a complex organization to reach a goal or objective.
• The success of the candidate is dependent on the ability to influence people.
• Strong communications skills and proven leadership experience are pre-requisites.
• High potential to further grow and develop within the organization

Bring out your best
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.  

We win with inclusion
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.

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Requisition ID: 444284  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid