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SAP · 18 hours ago

Solution Sales Expert - Supply Chain Management - Business Network (Northeast and Canada)

New York, NY

Full-time

Hybrid

Senior Level, Lead/Staff

$256K/yr - $436K/yr

12+ years exp

SAP is a leading company in business application software, helping over 400,000 customers worldwide. The Solution Sales Expert is responsible for driving revenue through the sale of SAP’s Supply Chain Management Software, leveraging deep expertise and strategic execution to deliver customer success and innovation.

AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware

Growth Opportunities

Responsibilities

Account ownership & strategy: Serve as the designated Line-of-Business owner for assigned accounts, owning the end-to-end relationship and developing multi-year strategic account plans that align customer objectives with company goals and the broader account team’s direction

Drive the end-to-end customer value journey with domain expertise: Apply deep SCM/Network applications expertise to map current-state processes, identify high-impact gaps, and design a prioritized transformation roadmap that delivers measurable business value across the customer lifecycle

Pipeline & opportunity management: Proactively identify, qualify, and develop expansion opportunities within existing accounts, building a healthy pipeline, forecasting revenue, and coordinating with sales to convert opportunities into closed deals

Product success & innovation: Lead go-to-market efforts for new products and capabilities—engaging early with customers to validate concepts, capture feedback, and influence product roadmaps—with particular focus on AI and other innovation initiatives that accelerate value

Enablement, demos & prototypes: Ensure demo systems, trial environments, and enablement assets are production-ready; support solution advisors and learning teams to deliver scalable training, as well as tailored demos, proofs-of-concept, and prototypes using customer-specific scenarios and data

Value proposition & executive engagement: Co-create compelling executive-level narratives and ROI analyses (value leakage, cost-to-serve, TCO improvements) with value advisors; lead strategic discovery and workshops to gain executive alignment and accelerate buying decisions beyond formal RFP cycles

Commercial negotiations: Lead complex commercial discussions including pricing, contract terms, and cloud revenue models, balancing customer expectations with profitability and long-term strategic value for the business

Adoption & consumption: Partner with Customer Success and adoption teams to drive usage, monitor consumption metrics, manage escalations, secure customer references, and implement continuous improvement actions to maximize realized value

Customer success & field impact: Own financial-application deal cycles and renewal negotiations, driving end-to-end field engagement and executive sponsorship to prioritize investments and deliver measurable outcomes tied to agreed KPIs

Relationship building & governance: Cultivate C-suite and buying-center relationships to align stakeholders, convert sponsors into advocates, and run Quarterly Business Reviews focused on adoption, innovation, risk mitigation, and opportunity identification

Ecosystem & partner engagement: Manage strategic alliances with consulting and systems integrator partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY), co-developing joint solutions and go-to-market approaches while maintaining close partner account-level relationships

Collaboration & orchestration: Orchestrate cross-functional execution with Sales, Product, Marketing, Solution Architects, and Delivery teams to ensure account strategies are integrated into the GTM engine and that responsibilities, timelines, and outcomes are jointly owned

Competitive & industry expertise: Maintain up-to-date technical and functional knowledge of SAP and adjacent solutions as well as market and competitor trends; use that insight to position differentiated solutions that address industry-specific challenges and win competitive deals

Qualification

SAP expertiseSupply Chain ManagementBusiness Network solutionsAI innovationAccount managementSolution salesExecutive relationship buildingAnalytical mindsetNegotiation skillsCommunication skillsProblem-solvingCollaboration

Required

Minimum of 12 years of experience including subject matter expertise with a proven track record of selling Business Network solutions over the most recent 4 plus years

Experience and leadership with sourcing and direct procurement roles and processes

A track record of delivering outcomes that facilitated collaboration, automated and optimized transactions, and communication between businesses, suppliers, and customers

Experience in optimizing supply chain processes, enhancing procurement efficiency, and fostering business relationships by integrating various business functions into a unified extended business network

Quota carrying sales experience with a management consulting type profile with 10-15 Years Industry or Practitioner experience driving software sales

Executive relationship building skills with proven C-suite influence

B2B enterprise experience with multi-stakeholder SaaS cycles, plus top-tier consulting and deep industry expertise

Proven experience in account management, solution sales, or customer success roles

Strong understanding of solution sales, customer value realization, and account planning methodologies; Expansion selling track record (account growth)

Deep domain expertise related to SCM (Business Network) applications, with strong understanding of AI and innovation trends

Maps value levers and tell a quantified ROI storytelling and compelling business case creation

Strategic thinking, business acumen, relationship building and client advocacy skills

Excellent communication, negotiation, and stakeholder management abilities

Ability to work collaboratively in a matrixed environment and influence without direct authority

Analytical mindset with a focus on problem-solving and continuous improvement