Description:
Senior Solution Sales Executive – Finance - Northeast
What You'll Do
The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive solution specific sales motions with a dedicated focus on SAP’s Financial management products. The candidate should have relevant domain expertise to solve customer business challenges commonly faced by CFOs and other C-Suite Personas. The ideal candidate will have experience formulating and presenting a Point of View to Finance and stakeholders; use all available resources to solve customer problems that relate to SAP’s Financial Management solutions (FP&A, Accounting and Financial close, Treasury & Working Capital Management, GRC, Global Trade and Tax, and Q2C Solutions).
What You Will Do
- Generate demand, manage pipeline, and close opportunities
- Develop opportunity plans containing compelling solution value propositions
- Conduct White Space analysis to identify growth opportunities
- Work with wider account team on sales campaigns
- Manage customer relationships at the solution area/buying center level
- Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
- Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
- Stay informed about SAP’s competition and value drivers
- Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
- Build customer participation in relevant SAP communities, programs, and events
- Facilitate collaboration with the partner ecosystem
What You Bring
- Proven track record in business application software sales with overachievement of quota
- 5 years of experience in large enterprise sales of business software/IT solutions
- Deep understanding of the solution and solution innovations
- Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
- Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
- Alignment with product/solution management teams and marketing organizations a plus
- Demonstrated success with large transactions and challenging sales pursuits
- Proven contractual and negotiation skills
- Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
- Knowledge of financial, competitive, regulatory environment