Solution Sales Manager- Finance & Spend Management (F&S) ANZ

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.

Role Overview

The First Line Sales Manager (FLSM) for Finance & Spend Management (F&S) ANZ is responsible for leading, coaching, and scaling a high-performing team of Solution Sales Executives across the North region. This role owns the execution of the ANZ go-to-market strategy for SAP’s F&S portfolio, driving revenue growth, pipeline generation, and market share expansion across both net-new and existing customers.

Reporting to the Head of Finance & Spend Management ANZ, the FLSM acts as the primary sales leader for the solution area, with end-to-end accountability across the customer lifecycle. This includes pipeline creation, bookings (new and expansion), renewals, and customer adoption.

The role serves as the primary point of sales leadership for Finance & Spend Management (F&S) in the North region and acts as the first level of escalation for all F&S Solution Sales activities. Operating in a highly matrixed environment, the FLSM partners closely with Industry Account Executives (IAEs), Customer Success, Services, Marketing, presales, and the partner ecosystem to accelerate Finance and Spend transformation and drive market share growth while delivering differentiated business outcomes for customers.

SAP Solution Portfolio Scope

• SAP Cloud ERP
• Office of the CFO: Financial Planning & Analysis, Accounting and Financial Close, Treasury and Working Capital, Quote-to-Cash, Tax & Trade, Governance Risk and Compliance
• Procurement: SAP Ariba, SAP Fieldglass

Key Responsibilities

Sales Leadership & Market Execution

• Lead and execute the ANZ F&S go-to-market strategy aligned to SAP’s regional and global priorities.
• Deliver against revenue, pipeline coverage, and consumption targets across all F&S solution areas.
• Identify and prioritise key industries, accounts, and whitespace opportunities to drive market share growth.
• Act as the first point of escalation for F&S sales engagements across the region.
• Establish clear territory and account engagement models to maximise coverage and efficiency.

Pipeline, Forecasting & Deal Execution

• Build and sustain a healthy, high-quality pipeline across net-new and installed base customers.
• Drive disciplined forecasting, ensuring accuracy, transparency, and executive alignment.
• Lead complex, multi-solution sales cycles with a strong focus on value-based and outcome-driven selling.
• Ensure all proposals are underpinned by compelling business cases with clear ROI and transformation outcomes.
• Embed SAP sales methodologies and governance across all deal stages.

Customer & Ecosystem Engagement

• Engage directly with C-level stakeholders (CFO, CPO, CIO) to position SAP as a strategic transformation partner.
• Build and maintain strong executive relationships across customers, partners, and industry networks.
• Orchestrate SAP’s extended ecosystem (partners, services, product teams) to deliver integrated customer outcomes.
• Represent SAP F&S in key customer engagements, industry forums, and executive discussions.

Cross-Functional Leadership

• Act as the central point of leadership for F&S-related matters within the ANZ Market Unit.
• Collaborate closely with Industry Sales, Marketing, Solution Advisory, Customer Success, and Product teams.
• Align demand generation initiatives with marketing and digital programs to accelerate pipeline creation.
• Drive alignment between field execution and global solution priorities and sales plays.

Team Leadership & Talent Development

• Recruit, develop, and retain top-tier solution sales talent across ANZ.
• Build a high-performance culture centred on accountability, collaboration, and continuous improvement.
• Provide hands-on coaching across deal strategy, pipeline development, and executive engagement.
• Set clear performance expectations and support career development for team members.
• Foster a strong team identity within the broader SAP ecosystem.

Experience & Qualifications

Experience

• Proven track record in enterprise software sales and first-line sales leadership.
• 10+ years of experience selling Finance, Procurement, or enterprise business applications.
• Demonstrated success in complex, multi-stakeholder, long-cycle sales environments.
• Strong experience engaging with C-level executives (CFO, CPO, CIO).
• Experience operating within a matrixed, partner-centric organisation.

Domain Expertise

• Strong understanding of Finance transformation, Spend Management, and Cloud ERP.
• Familiarity with key solution areas such as FP&A, Treasury, Tax and Trade, GRC and Procurement.
• Ability to translate technology capabilities into business value and outcomes.

Skills

• Strategic thinking with strong execution discipline.
• Excellent deal coaching, pipeline management, and forecasting capabilities.
• Strong negotiation and commercial acumen.
• Exceptional communication and executive presence.

Education

• Bachelor’s degree in Business, Finance, Technology, or related field (preferred).

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: 452301 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid