Solution Sales Expert - Supply Chain Management

About the Role and Company

At SAP, we empower industries across the globe, impacting over 20 sectors and 80% of worldwide commerce. We foster an environment where you can bring your authentic self, focus on your well-being, and thrive professionally. Join us to engage in meaningful work that challenges you while supporting your growth through continual learning, skill enhancement, and comprehensive benefits.

Role Summary

The Solution Account Lead (SAL) operates as a strategic leader blending extensive SAP knowledge with sharp business insight and domain expertise in Supply Chain Management. This role drives cloud revenue for Lines of Business, accelerates adoption of innovations such as AI, and establishes SAP as a market authority. The SAL crafts transformative solutions delivering measurable business value and supports both specific LoB strategies and the unified “One SAP” approach.

Key Responsibilities

• Lead assigned accounts, devising and implementing strategic account plans aligned with client objectives and broader team efforts.
• Utilize domain expertise to map end-to-end customer processes, addressing critical business challenges and guiding transformation roadmaps.
• Expand business opportunities within current accounts to boost pipeline and meet revenue goals.
• Champion new product introductions, validate offerings with customers, influence product development, and spearhead AI and innovation projects.
• Enable solution advisors through demo system preparedness and training programs, collaborating with Demo & Learning teams for asset and environment updates.
• Partner with value advisors to develop persuasive business cases, conduct strategic engagements, and facilitate executive buy-in beyond standard RFPs.
• Manage complex pricing and contract negotiations balancing profitability and customer expectations.
• Support customer success efforts ensuring solution adoption, address escalations, and drive ongoing improvements.
• Oversee deal cycles, renewals, and executive interactions to prioritize investments and achieve measurable outcomes.
• Cultivate executive relationships and conduct quarterly reviews to monitor adoption, innovation, risks, and opportunities.
• Engage with top consulting partners to co-create market strategies and disruptive solutions, maintaining close partner account relationships.
• Coordinate with Sales, Product, and Marketing to integrate SAL activities into cohesive go-to-market strategies.
• Maintain advanced SAP solution knowledge and stay abreast of emerging technologies and competitive market trends to deliver distinctive solutions.

Qualifications & Competencies

• Bachelor’s degree in Business, Marketing, IT, or a related field.
• 10-15 years of industry or consulting experience featuring executive relationship management and C-suite influence.
• Extensive B2B enterprise experience managing complex SaaS sales cycles and consulting expertise in Supply Chain Management.
• Proven track record in account management, solution sales, or customer success with focus on expansion selling and customer value realization.
• Thorough understanding of SAP solutions, domain expertise, and knowledge of AI and innovation technologies.
• Skill in mapping value drivers, quantifying ROI, and developing strong business cases.
• Exceptional strategic thinking, negotiation, communication, and stakeholder management capabilities.
• Ability to operate effectively in matrix environments and influence without direct authority.
• Analytical and problem-solving orientation with continuous improvement focus.
• Minimum 12 years in quota-carrying roles and at least 4 years of domain expertise relevant to Supply Chain Management.

Additional Information

This role is crucial in consolidating SAP’s market presence by delivering innovative, AI-enhanced solutions and fostering sustained customer success. The position is available onsite in Auckland, New Zealand with an alternate opportunity in Brisbane, Australia. Travel expectations range from 0–30%. SAP is committed to diversity, equity, and inclusion, offering accommodations for applicants with disabilities. Successful candidates may be subject to background verification.

Culture and Inclusion

SAP nurtures a culture of inclusion supporting health, well-being, and flexible work to empower all employees regardless of their backgrounds. We uphold equal employment opportunity principles and encourage applicants from all communities.