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Solution Sales Manager, Finance and Spend Management - Regulated Industry

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SAP

1mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
  • Reston

AI generated summary

  • You should have 10+ years in sales to C-suite in finance and procurement, experience in regulated industries, and success in complex sales, negotiations, and consultative methodologies.
  • You will lead a sales team, develop strategies, create sales processes, engage with executives, manage pipelines, and collaborate across teams while ensuring successful solution selling and travel as needed.

Requirements

  • Successful experience leading/managing teams selling into the Regulated, State / Local / Education vertical.
  • 10+ years of experience selling to Procurement and/or Finance Solutions to C-suite stakeholders. (Finance, Spend and Supplier Management, working capital management, GRC and QTC Solutions)
  • Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
  • Demonstrate success negotiating complex contracts.
  • Demonstrated knowledge of consultative selling methodologies
  • Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to the customer.

Responsibilities

  • Lead a team of high-caliber sales talent, introduce strong sales processes, support the development of a full pipeline of sales prospects, engage customers and Partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in the pursuit and achievement of sales revenue and profitability.
  • Define a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generates competitive advantage on existing markets, and develops consistent new revenue streams that will guarantee short and long-term achievements.
  • Develop and apply an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
  • Demonstrate an outstanding execution track along sales cycles, ensuring SAP's sales methodologies and common processes are in place and define clear territory engagement guidelines.
  • Monitor and take necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.
  • Utilize a disciplined approach for successful solution selling (value Centric Sales Approach), establish, and maintain accurate, timely, and documented sales revenue forecasting procedures, and provide required updates to SAP executive management.
  • Ensure there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents.
  • Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales and provide meaningful strategic advice to retain and grow their business through integrated solutions.
  • Stay current and informed on all targeted sales plays, understand their objectives and relevance, communicate to the Sales team, and ensure all involved know the roles they play in making sales plays successful.
  • Work collaboratively with other internal teams within SAP, Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc.
  • This is a Field Sales Leadership role which will require up to 50% travel.

FAQs

What is the main purpose of the Solution Sales Manager role?

The main purpose of the Solution Sales Manager role is to lead, drive, manage, coach, and develop a team of Finance and Spend Management Solution Sales Executives to achieve targeted revenue and profitability goals while setting the vision and strategy for the sales team.

What kind of team will I be leading in this position?

You will be leading a team of high-caliber sales talent focused on Finance and Spend Management solutions, specifically in the Regulated Industry.

What is the expected travel percentage for this role?

The role requires up to 50% travel.

What level of experience is required for this job?

The position requires 10+ years of experience selling Procurement and/or Finance Solutions to C-suite stakeholders.

What methodologies are emphasized in this role?

The role emphasizes consultative selling methodologies along with a disciplined approach to solution selling, particularly a value-centric sales approach.

Is there a focus on collaboration in the job?

Yes, collaboration is a key aspect of the job as you will work closely with internal teams within SAP, including Industry Sales teams, Marketing, Development, and others, to achieve sales goals.

What types of solutions will I be selling?

You will be selling Finance, Spend and Supplier Management solutions, working capital management, Governance, Risk, and Compliance (GRC), and Quote-to-Cash (QTC) solutions.

Are there opportunities for professional development in this role?

Yes, SAP offers a collaborative and caring team environment with a strong focus on learning and development.

What is the compensation range for this position?

The targeted combined compensation range for this position is $256,400 - $529,000 USD, depending on various factors such as education, skills, experience, and location.

How does SAP support inclusion in the workplace?

SAP is committed to a culture of inclusion and invests in its employees to ensure everyone feels included and can reach their full potential, regardless of background.

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SAP

Our purpose is to help the world run better and improve people’s lives.

Technology
Industry
10,001+
Employees
1972
Founded Year

Mission & Purpose

At SAP, our purpose is to help the world run better and improve people’s lives. Our promise is to innovate to help our customers run at their best. SAP is committed to helping every customer become a best-run business. We engineer solutions to fuel innovation, foster equality, and spread opportunity across borders and cultures. Together, with our customers and partners, we can transform industries, grow economies, lift up societies, and sustain our environment. #TheBestRu