SAP Senior Solution Sales Executive - Finance Spend Management 

Australia, Victoria, Melbourne 

801144138

ROLE DESCRIPTION

· 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 the wider accounts team on sales campaigns.

· Progress opportunities for move to cloud/expand footprint in accounts/accounts new to solution area

EXPECTATIONS AND TASKS

· Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals

· Build relationships with the broader SAP organization and collaborate on account planning and execution of multi-LOB opportunities

· Drive initial introduction meetings with customers to establish themselves as a spend management advisor

· Lead efforts to establish and develop market share and revenue attainment within named accounts

· Develop best practices in securing expansion opportunities across named accounts

WORK EXPERIENCE

· 7-10 years of Quota Carrying Experience.

· Industry knowledge in the Supply Chain, Procurement, Treasury/Finance or External Workforce space.

· Account management in key accounts segments across multiple industries

· Complex sales engagements which 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 a 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

· Disciplined in sales forecasting, coachable, hungry to win logos, great with power point and excel, excellent written communication skills.

· Bachelor’s degree.

· Ability to tailor, articulate, and clearly relay 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 relationships with both external and internal stakeholders

· Problem-solving and consultative selling skills

· Thoroughness and attention to relevant details

· Multi-tasking and time-management skills to manage parallel opportunities

· 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

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