Solution Sales Expert - Finance and Spend (Procurement) - MidwestRole OverviewThe Solution Sales Executive (SSE) Expert is responsible for combining deep SAP expertise, business acumen, and end-to-end solution area domain knowledge to drive LoB cloud revenue, customer success, accelerate adoption of innovation (especially AI), and position the organization as a market leader. The SSE shapes transformative solutions and delivers measurable value to customers through thought leadership, innovation, and strategic execution-supporting both specific Lines of Business (LoB) and the overall "One SAP" strategy.
This position will be responsible for selling SAP's Finance and Spend Software, specifically the Procurement sub-solution. Qualifications for the position will require a minimum of
12 years of experience to include subject matter expertise with a proven track record of
selling Procurement solutions over the most recent 4 plus years. You may review SAP solutions for Procurement here: Spend Management Software Solutions | SAP
What You'll Do
- 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 Procurement 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 Procurement-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.
What You Bring- 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 including CFO's & CPO's.
- 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 Finance and Spend (Procurement) 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.
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