Solution Sales Manager - BTP

We help the world run better
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. 

Solution Sales

The primary purpose of the BTP Solution Sales Manager (SSM) is to lead a BTP sales team that sells selected strategic/new solutions. The scope of activities spans from hiring, personnel development, and coaching for the sales team in the areas of: business development and hunting of opportunities across a given market, to closing of sales cycles with existing and new customers. The SSM will have a strong functional and product expertise, which will complement the AE activity on the account.
Core tasks include:

• Generate opportunities through the leverage of lead generation campaigns within prospects and existing customers. Leverage telesales (if applicable) to create demand generation.
• Drive Standalone deals for BTP whilst also increasing the inclusion share in RISE deals.
• Align closely with AE when prospecting into existing accounts and when initiating the engagement within the account.
• Supports the  AE in building strong customer relationships.
• Take full ownership of the opportunity, drive teamwork with presales experts, Implementation consultants and partners.
• Identify, pursue and close sales opportunities.
• Maintain an accurate and documented CRM pipeline of opportunities on a timely basis.

Career Level Description

Accountability

• Manages resources , ensuring business-critical & innovative results
• Builds action plans and makes operational decisions on policies, tactics, and resources critical to the function's business success to ensure delivery against the strategy of the function or team
• Accountable for annual goals established for team or department
• Directs the activities of a team or department of professionals and supports staff
• Tracks single budget line

Complexity

• Makes day-to-day decisions within or for a team or department
• Works collaboratively with direct reports
• Regularly applies expertise in day-to-day activities

Experience

• Increasing managerial experience
• Sound professional experience
• Demonstrates all  management responsibilities: create the future; build a team; develop people; manage performance

Communication

• Builds strategic partnerships with key decision makers in customer & partner organisations.
• Represents SAP to customers/partners.
• Encourages and develops the team to cooperate and to freely express their opinions.
• Formulates clear objectives and strategies, and work assignments.
• Communicates unpleasant messages in a timely and constructive manner to team.
• Listens openly and attentively to fully understand ideas and opinions within the team.

Key Responsibilities & Tasks

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

The primary purpose of the Solution Sales Manager is to lead, drive, manage, coach and develop a team of Solution Sales Executives, as well as consistently attain targeted revenue and profitability goals. This is accomplished by utilizing management skills, relevant processes, and training towards the achievement of all sales and quality targets in line with the business objectives. The position also serves as the primary escalation point when necessary for Solution Sales activities: Participates in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team. Manages the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals.
Participates in regular business review meetings or forecast calls
Provides feedback to Field Management on engagement level with the Solution Sales Team
Assesses the overall performance of the team with respect to the goals/KPIs and its own revenue target
Works with marketing and field sales management to understand and implement initiatives with Solution Sales requirements.
Drives and coordinates with field management team to develop pipeline, revenue, and demand management
Provides feedback on initiatives executed to enable continuous program improvement.

Experience & Language Requirements
Extensive sales experience with business applications and/or IT solutions; experience selling to CXOs
Collaborative style and ability to work in a networked organisation with virtual teams
Proven track record of capturing and growing customer and market share in a profitable manner 3-5 years' experience in sales and in sales management (Direct Sales) Successful people management experience
Fluent in English

Education
Bachelor's degree in related fields (Business / Engineering or Technology)

Professional Training & Certification
Completion of Sales Methodology training preferred

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.

SAP is committed to the values of Equal Employment Opportunity and provides 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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity,  gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 442095  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid