Solution Sales Lead - SAP Finance and Spend Management

About the Company

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. The work is challenging – but it matters.

About the Role

The Solution Account Lead (SAL) is a strategic leader who combines deep SAP expertise, business acumen, and end-to-end solution area domain knowledge to drive Line-of-Business cloud revenue, accelerate adoption of innovation (especially AI), and position the organization as a market leader for Finance and Spend Management within the “One SAP” strategy.

Responsibilities

• Account ownership and strategy: serve as the SAP Finance and Spend Management owner for assigned accounts; develop and execute strategic account plans aligned with customer goals and broader account team plans.
• Drive end-to-end customer value journey: provide domain expertise and thought leadership; lead process mapping and own the transformation roadmap for Finance and Spend Management.
• Pipeline & opportunity management: identify and develop new business within existing accounts to contribute to pipeline growth and revenue targets.
• Product success & innovation: drive go-to-market for new products, engage early with customers, validate solutions, influence product roadmap, and lead AI/innovation initiatives (e.g., BDC, Knowledge Graphs, scalable PoCs, Joule agents).
• Enablement, demos & prototypes: support solution advisors for demo readiness and enablement programs; collaborate with Demo & Learning teams to provide assets, trial environments, customized demos, POCs and prototypes with customer-specific data.
• Value proposition & executive engagement: collaborate with value advisors on ROI narratives, run value leakage and AOTP workshops, and deliver executive pitches to accelerate buy-in independently of RFPs.
• Commercial negotiations: navigate complex pricing and contractual discussions balancing client expectations and organizational profitability.
• Adoption & consumption: support customer success teams, secure references, manage escalations, and collaborate to ensure successful delivery and continuous improvement.
• Relationship building & governance: drive C-suite engagements, conduct Quarterly Business Reviews, and foster long-term relationships to convert executives into advocates.
• Ecosystem & partner engagement: own relationships with strategic consulting partners to co-innovate and develop joint go-to-market strategies.
• Collaboration & orchestration: align with Sales, Product, and Marketing to integrate SAL impact into GTM and drive joint accountability across stakeholders.
• Competitive & industry expertise: maintain deep technical and functional SAP knowledge and stay current on emerging technologies and competitive trends.

Qualifications

• Bachelor’s degree in Business, Marketing, Information Technology, or related field.
• 10–15 years industry or practitioner experience with a management consulting profile; 12+ years in a quota-carrying role and 4+ years domain experience in relevant sub-solution area (Spend Management) from industry or consulting.
• Proven experience in account management, solution sales, or customer success with B2B enterprise SaaS cycles and multi-stakeholder deals.
• Executive relationship building skills with C-suite influence; strong communication, negotiation, and stakeholder management abilities.
• Deep SAP and domain expertise, strong understanding of AI and innovation trends; ability to map value levers and create quantified ROI business cases.
• Strategic thinking, business acumen, analytical mindset, and ability to work in a matrixed environment and influence without direct authority.

Benefits

• Constant learning, skill growth, great benefits, and a team that supports development and success.