Solution Sales Expert - Supply Chain Management

Solution Sales Expert - Supply Chain Management

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Role Overview: The Solution Sales Executive (SSE) Expert combines 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 specific Lines of Business (LoB) and the overall “One SAP” strategy.
Qualifications: Minimum 12 years of experience, including at least 4 years of proven success in selling supply chain management solutions. Demonstrated ability to sell complex, multi‑module SCM transformations (planning, execution, optimization) and a record of traditional enterprise selling and deal orchestration across multiple stakeholders.
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.
Drive the end‑to‑end customer value journey with domain expertise: Map current‑state processes, identify gaps, and design a prioritized transformation roadmap.
Pipeline & opportunity management: Identify, qualify, and develop expansion opportunities within existing accounts, building a healthy pipeline and forecasting revenue.
Product success & innovation: Lead go‑to‑market efforts for new products and capabilities, engaging early with customers to validate concepts and influence product roadmaps.
Enablement, demos & prototypes: Ensure demo systems, trial environments, and enablement assets are production‑ready; support solution advisors to deliver scalable training and tailored demos.
Value proposition & executive engagement: Co‑create executive‑level narratives and ROI analyses, lead strategic discovery workshops, 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.
Adoption & consumption: Partner with Customer Success and adoption teams to drive usage, monitor consumption metrics, manage escalations, and secure customer references.
Customer success & field impact: Own supply chain‑application deal cycles and renewal negotiations, driving end‑to‑end field engagement and measurable outcomes tied to KPIs.
Relationship building & governance: Cultivate C‑suite and buying‑center relationships, convert sponsors into advocates, and run Quarterly Business Reviews focused on adoption, risk mitigation, and opportunity identification.
Ecosystem & partner engagement: Manage strategic alliances with consulting and systems integrator partners, co‑developing joint solutions and go‑to‑market approaches.
Collaboration & orchestration: Orchestrate cross‑functional execution with Sales, Product, Marketing, Solution Architects, and Delivery teams, ensuring account strategies are integrated into the GTM engine.
Competitive & industry expertise: Maintain up‑to‑date technical and functional knowledge of SAP and adjacent solutions and use that insight to position differentiated solutions that address industry‑specific challenges.
What You Bring

Quota‑carrying sales experience with a management consulting profile and 10 years of industry or practitioner experience driving software sales.
Executive relationship building skills with proven C‑suite influence to include Chief Supply Chain Officer, Chief Operations Officer, Chief Manufacturing Officer, Chief Logistics Officer.
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; experience with expansion selling and account growth.
Deep domain expertise related to financial applications, with a strong understanding of AI and innovation trends.
Ability to map value levers and tell a quantified ROI story and compelling business case.
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.
Demonstrated traditional enterprise selling experience.
Proven record of deal orchestration across multiple stakeholders.
Strong commercial drive and ability to articulate business value.
English and Italian fluency are required. xlwpduy
Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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