Solution Sales Executive - BTP - Sydney, Melbourne or Brisbane

Job Description

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, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Location: Sydney, Melbourne or Brisbane

The Business Technology Platform (BTP) Solution Sales Specialist's primary responsibilities are to take the SAP BTP cloud portfolio solutions to be the foundation of a Customer’s Digital Transformation. Key responsibilities include prospecting, qualifying, selling, and closing new and incremental cloud business to existing and net new customers.

The Solution Sales Specialist brings an innovative Point of View to Customer engagement, represents a credible and trusted advisor for Customer C-levels, collaborates with the Industry Account Sales Teams to position digital transformation with SAP cloud offerings and uses all available resources to accelerate adoption, platform consumption and consumed ACV, and solves customer challenges with appropriate SAP BTP solutions.

Increasingly, the role will help customers leverage SAP BTP to activate their business data, build AI-powered applications and enterprise agents, integrate Large Language Models (LLMs), and orchestrate intelligent business processes across SAP and non-SAP landscapes.

The role will be focused on the Queensland Government segment of customers and is a critical role for BTP success in the Market Unit as well as being central to SAP’s strategic direction and revenues contribution. The role is chartered to deliver business growth that outpaces the market with a strong portfolio of platform cloud services and synergy and collaboration with strategic teams and solutions of RISE (SAP ERP Cloud offering).

The right candidate must have a clear Cloud Mindset and proven sales experience, orchestrating virtual teams of diverse contributors (presales, architects, value engineering, marketing) towards a common goal, driving a multi-million-euro subscription business. Experience selling data platforms, AI capabilities, application development platforms, or LLM/AI-enabled enterprise solutions will be highly valuable, as will domain knowledge in the areas of our cloud intelligent suite and cloud solutions in general (SaaS, PaaS, IaaS).

We are looking for a person with a blend of strong personal and interpersonal skills that form the basis to impact, influence, and inspire within his/her own organisation and across industries. Result-oriented, enterprising, enthusiastic and self-determined are fundamental requirements.

POSITION DUTIES AND RESPONSIBILITIES

Account and Customer Relationship Management, Sales for Cloud Subscription Revenue:

• Annual Revenue – Exceed quota targets: Cloud Booking and Cloud Renewals with a strong focus on platform adoption and consumption growth (Consumed ACV).
• Build a customer-first strategy – Achieve customer satisfaction goals for Cloud Subscriptions and Consumption.
• Sales strategies – Develops, tracks and eventually adapts effective account plans to ensure revenue target delivery, new account creations and sustainable growth. Influence organisations in order to have BTP Solutions at the centre of the Customer Journey, develop relationships with existing or new customers and leverage to drive strategy through the organisation. Increasingly, this includes positioning SAP BTP as the platform to build AI applications, enable enterprise agents, integrate LLM capabilities, and orchestrate intelligent workflows and business processes. Collaborate with the Industry account Teams to define a common sales strategy and sales orchestration for BTP targets, combining “big deals” and “volume revenues”.
• Trusted advisor – Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen – Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape including their approach to data, AI adoption, automation, and enterprise platform architecture.
• Territory and Account Leadership – Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects priorities and pain points. Utilise VE, Industry Sales Play, benchmarking, and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning – Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move up the pipeline curve.
• Pipeline partnerships – Leverage support organisations, including Marketing, CoE, Partners and channels to funnel pipeline into the assigned territory or dedicated customers.
• Leverage SAP Solutions – While staying primarily focused on selling the BTP portfolio, be proficient in embracing other SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CX, SCM, HCM, ISM etc.) and SAP Cloud Digital core. This includes identifying opportunities where customers can leverage SAP BTP to activate business data, build AI-driven applications, develop enterprise agents, and automate workflows using SAP AI and platform services.
• Support all SAP promotions and marketing events in the territory.

Sales Excellence

• Understand, communicate, and sell value, including the role of AI, automation, and intelligent process orchestration in enabling business outcomes.
• Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on the customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
• Utilise best practice sales models starting from LACE – Land Adopt Consume Expand.
• Drive consumption-led platform adoption by identifying opportunities for customers to build extensions, AI capabilities, and agent-driven workflows on SAP BTP.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

• Demonstrates leadership skills in the orchestration of x-lob, the Customer Success team and remote teams.
• Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touchpoints and events.
• Maximise the value of all sales support organisations, including AI specialists, solution advisors and partner ecosystem teams.

KEY MEASUREMENTS

• Annual Cloud subscription Software Targets
• Annual Renewals Cloud subscription Software Target
• Platform adoption and consumption growth (Consumed ACV)
• Specific Management KPI’s

POSITION REQUIREMENTS

• A minimum level of required education: Bachelor’s Degree
• Specific areas of specialization: 5+ years of experience in sales of business software / IT solutions. Proven track record in Data Driven offering based on Proven track record in hypescaler platforms, application development platforms (low-code, no code approach),, AI capabilities or AI/LLM-enabled enterprise solutions..
• Enterprise Integration software sales in Large Accounts and Enterprise Market. Sales knowledge in Platform related technology and market. Ability and experience in selling Digital Cloud Solution like PaaS, SaaS becomes a fundamental prerequisite in BTP solution sales role as well as understanding Hyperscalers ecosystem and portfolio.
• Exposure to AI platform technologies, generative AI, process orchestration, or agent-based automation solutions is highly desirable.
• Proven experience in a team-selling environment.
• Extremely good balance of self-driving attitude with teamwork approach is a prerequisite.
• Good communication and business-level presentation skills are required.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.

• Sales
• Carried individual quota and strong track record of overachievement
• C-Level value-based selling and positioning experience
• Proven track record at closing complex license opportunities with strategic customers
• Ideally, an understanding of the SAP BTP suite and competitors in Data Management, Analytics, AI platforms and enterprise application development environments
• Understanding of SAP Ecosystem (SAP Internal, Partners and Hyperscalers, Customer)

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 444351 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid