Solution Sales Executive - [FAB - Fieldglass, Ariba, Business Network]

 We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Please Note:

• The role is based in Sydney
• We will prioritise applications currently residing in Australia given restricted visa and relocation availability.

 SAP Ariba, SAP Fieldglass, and SAP Business Network are the leading providers of spend management solutions globally. Together, SAP Ariba and Fieldglass leverage advanced technology with the vast SAP Business Network, enabling companies to discover, connect, and collaborate with a global network of partners in a cloud-based environment. With these solutions, businesses of all sizes can optimize purchasing, cash management, and sales operations. Over 500,000 companies worldwide rely on SAP Ariba, SAP Fieldglass, and SAP Business Network to streamline inter-company commerce and drive better outcomes.

ROLE DESCRIPTION

The primary role of an SAP Intelligent Spend Management, Solution Sales Executive is to achieve the overall revenue goal. To achieve this goal, the Solution Sales Executive is responsible and accountable for:

1. Understanding the challenges of prospects and customers in the territory
2. Developing and executing a territory plan
3. Identifying and qualifying opportunities
4. Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

 EXPECTATIONS AND TASKS

It is expected that the Solution Sales Executive be adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executives and broader account team at appropriate stages of the engagement. In that capacity, the Solution Sales Executive must:

• Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
• Be responsible for building relationships with the broader SAP organization and collaborate on account planning and execution of strategic, multi-LOB opportunities
• Drive initial introduction meetings with customers to establish themselves as a trusted spend management advisor
• Lead efforts to establish and develop market share and revenue attainment within named accounts
• Develop repeatable best practices in securing expansion opportunities across named accounts

 WORK EXPERIENCE

5+ years of professional experience in:

• Account management in strategic and key accounts segments across multiple industries
• Complex sales engagements that involve territory planning, account planning, and opportunity planning responsibilities
• Deal crafting and complex deal structuring for large-value opportunities
• Collaborating with large, diverse virtual account teams working on large-scale, multi-LOB opportunities especially in conglomerate accounts
• Stakeholder management experience across C-level executives, B-level managers, and end-users

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Bachelor’s degree in related fields (Business / Engineering or Technology)
• Ability to identify, qualify, and prioritize opportunities and related tasks
• Knowledgeable in using value-selling processes and methodologies
• Strong financial and business acumen and ability to relate spend management solutions with financial impact and business outcomes
• Ability to tailor, articulate, and clearly communicate messages relevant to each target audience/receiver of information
• Ability to work across diverse teams, skillsets, and experience
• Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
• Ability to develop trusted relationships with both external and internal stakeholders
• Problem-solving and consultative selling skills
• Thoroughness and attention to relevant details
• Ability to manage both strategic and operational responsibilities
• Multi-tasking and time-management skills to manage parallel opportunities
• Sincerely passionate about customer success, customer delight, and long-term customer relationships
• Outcome focused and not role or designation focused
• Continuous learner
• Thorough, deliberate, and structured
• Strong sense of accountability
• Strong belief in maintaining integrity in selling

​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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 410448  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.