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

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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 SAPs 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 SAPs 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 SAPs 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

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