Enterprise Sales Executive - SAP

Job DescriptionThe role You’ll win enterprise programs worth USD 1M-10M with CFOs, CROs and CIOs, with a focus on net new accounts. You’ll work hand in hand with SAP’s field team and our solution architects. You own your deals end to end, from the first conversation to a signed SOW and a clean handover to Delivery. This is a senior, hands-on role in a small team where your wins are visible.

What you’ll do

• Focus on net new accounts: build pipeline in a named list of target accounts, alongside marketing and SDRs
• Develop and expand your network with SAP sales account teams, and co-sell with them: early entry, joint account plans, deal registration
• Run discovery with finance and revenue leaders to size revenue leakage, billing problems and launch delays
• Shape deals with paid assessments, then propose implementation, support and optimization services using our industry accelerators
• Bring Delivery in early so every deal is staffed and priced at healthy margin
• Negotiate SOWs and hand deals over with written success criteria
• Keep the CRM and forecast accurate; take part in weekly pipeline and pursuit reviews

• 8+ years selling to enterprise accounts, at least 5 selling IT services or consulting
• A record of closing USD 1M+ services deals with longer sales cycles and multi-executive buying groups
• Experience selling SAP S/4HANA Finance, revenue and spend management solutions, combined with SAP Office of the CFO (oCFO) solutions
• Familiarity with SAP’s broader cloud portfolio, such as SAP BTP, Ariba, Concur and Signavio, and how it fits into S/4HANA deals
• Experience selling SAP S/4HANA Cloud Public Edition (S/4 public cloud) through GROW with SAP or RISE with SAP: finance and revenue solutions, fit-to-standard scoping, and co-selling with SAP’s cloud account teams
• Experience selling ECC to S/4HANA migrations to both S/4 public cloud (Public Edition) and S/4 private cloud (Private Edition through RISE with SAP)
• Deep, long-standing relationships with SAP sales teams (account executives, cloud ERP and industry sales leaders) and a record of co-selling deals SAP brought you into
• Knowledge of and experience selling through CCF
• Industry experience in telecom, tolling, high-tech or insurance
• Clear writing: proposals, account plans and executive emails

Nice to have

• 5+ years in a senior sales role at an SAP partner, with a record of closing S/4 Sales or S/4HANA Finance programs and growing a practice’s client base
• Experience with managed services or application management deals