Solution Sales Executive BTP Sydney, Melbourne or Brisbane

We help the world run better
At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats 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 Specialists primary responsibilities are to take the SAP BTP cloud portfolio solutions to be the foundation of a Customers 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 adoptionplatform consumption and consumed ACV and solves customer challenges with appropriate SAP BTP solutions.

Increasingly the role will help customers leverage SAP BTP toactivate 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 SAPs 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 sellingdata platforms AI capabilities application development platforms or LLM/AI-enabled enterprise solutionswill 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 customers technology footprint strategic growth plans technology strategy and competitive landscape includingtheir 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 customers 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 canleverage 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 SAPs 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 accounts 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 KPIs

POSITION REQUIREMENTS

• A minimum level of required education: Bachelors 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 inhypescaler 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
SAPs 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.

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AI Usage in the Recruitment Process

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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