Senior Solution Sales Executive - BTM (Signavio, LeanIX and WalkMe) - Italy

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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.

We are seeking a highly driven Senior Solution Sales Executive to lead enterprise sales efforts for SAP Signavio in the Italian market. This role focuses on selling cutting-edge business process management transformation and process mining solutions, helping organizations transform business processes rapidly and at scale. You will be responsible for achieving and exceeding annual revenue and booking quotas by identifying, developing, and retaining new business relationships.

Key Responsibilities:

· Drive sales of SAP Signavio software solutions to new customers, as well as upselling additional services.

· Develop and execute an effective business, sales, and marketing plan for the assigned territory.

· Identify sales opportunities through prospecting, cold calling, networking, and leveraging partner relationships.

· Develop sales strategies that align with prospect business needs and SAP’s value proposition.

· Manage the full sales cycle, including qualification, needs analysis, product demonstrations, negotiations, and closing deals.

· Maintain a high level of weekly face-to-face or virtual prospect meetings.

· Work closely with pre-sales and technical teams to ensure successful product demonstrations and client engagements.

· Maintain deep knowledge of SAP solutions, competitive landscape, and industry trends.

· Use effective time and territory management to maximize sales results.

· Ensure customer satisfaction and long-term retention through strong relationship management.

Requirements:

· Bachelor's degree in business, technology, or a related field.

· 10+ years of experience in enterprise sales, specifically selling SaaS/cloud-based solutions.

· Proven track record in selling business process management, process mining, or enterprise applications.

· Experience in business transformation management and working with C-level executives.

· Strong expertise in navigating complex sales cycles.

· Fluency in English and Italian is mandatory.

· Extensive knowledge and experience in the Italian enterprise software market.

Preferred Skills:

· Strong ability to identify, qualify, and close new business opportunities.

· Demonstrated experience in developing and executing sales and marketing strategies.

· Experience with direct and reseller sales channels.

· Ability to accurately forecast revenue and manage pipelines effectively.

· Skilled in negotiating complex contracts and managing stakeholder expectations.

· Excellent communication and presentation skills, with the ability to articulate value propositions clearly.

Why Join Us?

· Work with a market-leading solution in process mining and business transformation.

· Opportunity to influence enterprise-level digital transformation initiatives.

· A dynamic and collaborative work environment with competitive compensation and growth potential.

If you are a results-driven sales specialist with a passion for helping enterprises optimize their business processes, we’d love to hear from you!

RESPONSIBILITIES

· Achieve sales objectives primarily through selling SAP Signavio software solutions to new customers and also through sales of additional services to new customers

· Develops and maintains an effective business, sales, and marketing plan for assigned territory

· Develops sales strategies that link prospect’s business drivers to SAP

· Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships

· Manage sales process through qualification, needs analysis, product demonstration, negotiation and close

· Consistently maintains a reasonable number of new weekly face-to-face prospect meetings

· Work with pre-sales team when technical or product support is required

· Effectively demonstrates and presents SAP solutions to qualified prospects

· Demonstrate and maintain a high level of knowledge about SAP products and services

· Demonstrate and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position

· Use effective time and territory management to maximize results.

POSITION REQUIREMENTS

· Degree in a business or technical related area of study

· Minimum of 10 years’ experience selling SaaS/ Cloud solution, quota carrying role.

· Experience selling business process management and enterprise applications

· Business Transformation Management experience

· Expertise dealing with complex sales cycle

· Italian native level and English language fluency is mandatory

· Mandatory knowledge and extensive exposure of the local region

ADDITIONAL REQUIRED SKILLS

· Successful experience identifying, qualifying, and closing new business

· Demonstrated ability to develop and maintain effective business, sales, and marketing plans

· Demonstrated knowledge of software direct and reseller sales channels

· Strong knowledge of industry travel and entertainment products

· Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue.

· Demonstrated ability to successfully negotiate complex contracts

· Strong ability to create sales presentation messages, positioning statements and other sales collateral.

​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: 418732  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.