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Strategic Solution Advisor – Finance & Spend

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.

Strategic Solution Advisor – Finance & Spend

Location: USA Public Services (Proximity to an SAP Office Required)

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

What you’ll do:

As a Strategic Solution Advisor specializing in Finance & Spend, you will be the customer’s trusted advisor for SAP’s solutions in this area. You will support the entire sales cycle, from opportunity identification to post-sale support, delivering compelling presentations, leading strategic engagements, and collaborating across teams to drive customer success.

-Deal Support

Deliver high-impact sales presentations and personalized software demonstrations that articulate SAP’s value and differentiate our solutions.
Conduct discovery sessions with prospective customers to understand their unique needs and tailor presentations accordingly.
Demonstrate deep knowledge of SAP solutions and relevant industries, backed by customer success stories.
Lead complex deals as a Solution Captain, coordinating multiple presales contributors.
Support RFx responses and provide limited post-sale guidance to ensure smooth transitions.
Present effectively in both in-person and virtual formats (e.g., MS Teams, SAP Virtual Studio, Adobe Connect).
Leverage internal support teams (Global/Regional Solution Specialists, CoE, IVE, Hubs, Deal Advisors) to maximize presales success.
Evaluate account qualification criteria to determine further investment in pursuing opportunities.
Collaborate with the team in creating overall themes and competitive differentiation.
Conduct dry runs on strategic deals and customer engagements.
Transition engagement to implementation partner/services teams effectively.
Engage with customers to continue selling the vision of SAP solutions and ensure eagerness for renewal.
Leverage digital assets throughout the customer engagement, including demos, presentations, and other content.
Support sales opportunities that require senior executive engagement to support the sales cycle.
Prepare Executive summary 'point of view' documents that align solution benefits to customer strategic goals.
Serve as the voice of the customer and sales liaison to Product Management, Product Development, and Product Strategy.
Support Account Executives/Managers and Sales Directors to efficiently drive the sales process.
Identify opportunities for expanding usage and obtain customer advocacy.

-Demand Generation

Lead and support sales and marketing events, both on-site and remote.
Facilitate Design Thinking workshops to inspire innovative customer solutions.
Collaborate with sales teams to identify whitespace opportunities and expand SAP’s footprint.
Engage with SAP partners to educate their consultants and involve them in campaigns.
Drive in-region market awareness of SAP Procurement solutions through events, partner engagement, and thought leadership activities.

-Sales Readiness

Build strong relationships with sales teams to promote effective methodologies.
Participate in demo system planning, configuration, and testing of new product releases.
Serve as a knowledge champion within Hubs, sharing insights and training peers.
Conduct internal enablement for sales teams on SAP Procurement and Finance Solutions
Create powerful visual presentations and winning proposals.
Lead development of customer-specific proofs-of-concept of software features and functionality.

What you bring:

Bachelor’s degree in Business, Information Technology, or related field; advanced degree preferred.
Minimum 10 years of experience in presales, sourcing, procurement, AP/Finance, and supply chain.
Professional experience with large, multi-national software/IT organizations.
Experience with SAP Procurement products as well as competitive platforms is a must
Proven success in large software/IT organizations, ideally within solution-specific segments.
Viewed as solutions expert across SAP and/or partner communities with a strong network.
Strong understanding of Cloud, SaaS, PaaS, and hosted services in B2B environments.
Familiarity with SAP Cloud Suite Portfolio, RISE and GROW with SAP, and SAP Corporate Strategy.
Experience in Federal Agencies and the Federal Acquisition/Contracting process knowledge is preferred.

Meet your team:

Customer Advocate: Collaborate to complement solution expertise and support customers
Global Digital Content Factory: Leverage digital assets created by the team throughout customer engagement
Implementation Partner/Customer Services & Delivery: Efficiently transition customer engagement for successful deployment and realization of solution value
SAP Account Teams: Share best practices and collaborate on providing solutions and services support across the entire customer journey.

Skills you’ll use:

Knowledge of Artificial Intelligence and technology innovation trends.
Working knowledge of legacy IT environments and integration strategies.
Exceptional presentation and written communication skills.
Strong business acumen and customer orientation.
Ability to influence, establish trust, and conduct executive-level conversations.
Skilled in storytelling, competitive positioning, and overcoming objections.
Demonstrated ability to assess client needs and recommend tailored solutions.
Ability to tailor selling approach to unique customer needs and concerns.
Self-motivated and driven to exceed expectations.
Creative problem solver with a passion for customer success.
Detail-oriented and adaptable in dynamic environments.
Enthusiastic team player with a collaborative mindset.
Passion and energy in all customer interactions.

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, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 137,300 – 294000(USD) USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

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.

Strategic Account Executive (SCP) Midwest

Location: Must be based in the Midwest region of the US.

What you'll do:

The Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. This role will be aligned to one Fortune 100 customer that is part of our Strategic Customer Program (SCP), in the Healthcare industry.

The role includes the following key aspects:

Account & Customer Relationship Management:
- Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establishing a trusted relationship with the customer, a Fortune 500 company in the Consumer Industry.
- Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
- Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.
Demand Generation, Pipeline, and Opportunity Management:
- Maintain pipeline management, ensuring a healthy and advancing sales funnel.
- Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
- Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
Sales Excellence:
- Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
- Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
- Stay informed about SAP’s competition and position SAP solutions effectively against them.
- Maintain accurate customer and pipeline information within CRM systems.
Leading a (Virtual) Account Team:
- Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
- Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
- Maximize the value derived from SAP’s extensive sales support ecosystem.

What you bring:

10+ years of experience in sales of complex business software/IT solutions.
Proven success in business application software sales and leading team-selling environments.
Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
Fluent in Business English

Soft skills:

Exceptional communication, both verbal and non-verbal.
Strategic thinking with a high degree of creativity and innovation.
Strong executive presence and a results-driven mindset.
Ability to work across multiple teams within a matrix organization.

Meet your team:

Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
Engage in collaborative work with SAP leadership and industry teams to drive customer success.
Align with product/solution management teams to enhance your strategic engagements.
Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 256,400 – 529,000 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

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.

Strategic Sales Account Executive

Strategic Sales Account Executive – Public Sector

Key Areas of Responsibility and Tasks

Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximize revenue across all lines of business under the most favorale terms possible to SAP. From deal strategy through commercial execution, he/she works directly with SCP customers, leveraging all internal resources (Industry, VE, Sales, Consulting, Revenue Recognition, Pricing, Contracts, etc.) to create, develop, and manage opportunities to a mutually agreeable outcome. On average, the position will manage 2-3 ‘must win’ accounts per quarter, while also focusing on the development of longer terms opportunities.

Account Planning

Participate/lead customer-specific account reviews to assist in the development of near-term and long-term opportunities in the SCP customer base
Drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution:

Customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape
Current application/IT landscape, whitespace, competitive positioning, value drivers

Sales Strategy

Drive coordination across all lines of business to gather required building blocks (historical investment pattern, validated demand, financial analysis, benefits statement, delivery horizon) to formulate the appropriate deal strategy
Develop and drive sales strategy on individual opportunities through execution
Actively manage, hold accountable, and course correct the strategy and account team as the cycle progresses
Help define SAP Executive engagement, timing and messaging with Customer C-level executives

Deal Execution

Develop and present professional grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering.
Must be able to address questions, concerns, and prepare countermeasures in competitive landscape
Manage complex legal and commercial negotiations across all lines of business through final execution
Leverage all required internal field-level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunity
Build/maintain foundational customer relationships based upon trust on which to harvest future business opportunities

Accountability

Must own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skills
Maintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycle
Manage potential escalations to SAP Executive Management
Responsible for overall delivery of Regional and National SCP revenue targets

Mentorship

Purpose of role is to work with IAE/GAD/VAT throughout the process to enhance their skills in best practices (account planning, sales strategy, positioning, negotiation, and execution)
Demonstrate leadership skills in the orchestration of cross-functional teams
Provide guidance and support at the Regional level via best practice sharing
Support the development of non-SCP IAEs via mentorship, information sharing, account analysis, etc.

Preferred Experience

10+ years direct, high-performing, quota-carrying sales in complex business software / IT solutions
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
Deep understanding of SAP solutions and internal process
Experience in leading and directing large virtual team
Excellent presentation skills to CXX level audience
Strong business acumen, problem solving skills, and ability to analyze complex data
Exceptional legal and commercial negotiation skills

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 256,400 – 529,000 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

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.