Solution Sales Expert - Business Data Cloud (BDC) Public Services/Utilities West

Role Overview The Solution Sales Expert (SSE) is a strategic leader who combines deep SAP expertise, business acumen, and end-to-end solution area domain knowledge to drive Business Data 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 both Business Data Cloud and the overall “One SAP” strategy. Responsibilities Account Ownership & Strategy: Serve as the Business Data Cloud owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives, and broader account plans by the account team. Drive End-to-End Customer Value Journey with Domain Expertise: Provide solution area domain expertise and thought leadership to understand and address high-priority business challenges. Lead end-to-end process mapping and the customer value journey, owning the transformation roadmap for the Business Data Cloud. Pipeline & Opportunity Management: Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets. Product Success & Innovation: Drive go-to-market for new products, engage early with customers, validate solutions, and influence the product roadmap. Lead AI and innovation initiatives (e.g., BDC, Knowledge Graphs, scalable PoCs, Joule agents). Enablement, Demos & Prototypes: Support solution advisors to ensure demo system readiness and manage enablement programs. Collaborate with Demo & Learning teams to provide updated assets and trial environments as part of scalable enablement programs, as well as customized demos, POCs, and prototypes with customer-specific data. Value Proposition & Executive Engagement: Collaborate with value advisors to create compelling narratives articulating ROI, value leakage, and competitive advantages. Conduct strategic discovery, run value leakage, AOTP workshops, and deliver persuasive pitches with ways of solving distinct customer business/buying-center challenges to accelerate executive buy‑in and drive demand independently of RFPs. Commercial Negotiations: Navigate complex pricing and contractual discussions, balancing client expectations with organizational profitability and cloud revenue growth. Adoption & Consumption: Support Customer Success Management (CSM) communities, secure references, and manage escalations. Collaborate with CS and CS&D adoption teams to ensure the successful delivery of solutions and services, monitoring outcomes, and driving continuous improvement to maximize customer value. Customer Success & Field Impact: Own Business Data Cloud deal cycles, renewals, enablement, and executive engagement. Elevate customer discussions to prioritize investment and drive measurable outcomes. Relationship Building & Governance: Drive C‑suite engagements and Buying Center Alignment by fostering long‑term high‑value relationships and converting executives into advocates and brand ambassadors. Conduct Quarterly Business Reviews (QBRs) with customers and internal stakeholders focused on solution adoption, innovation, risks, and opportunities. Ecosystem & Partner Engagement: Own relationships with strategic consulting partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY) to co‑innovate, develop joint go‑to‑market strategies, and shape disruptive solutions. Maintain direct, high‑quality relationships with partner account leads. Collaboration & Orchestration: Align closely with Sales, Product, and Marketing to ensure SSE impact is fully integrated into the go‑to‑market engine with a tailored GTM approach. Drive joint accountability and coordination across internal stakeholders for maximum market impact. Competitive & Industry Expertise: Maintain deep technical and functional knowledge across SAP solutions. Stay at the forefront of emerging technologies and competitive trends to craft differentiated solutions that win in the market. Qualifications 12+ years of experience in a quota‑carrying role with a management consulting type profile, 10–15 years of industry or practitioner experience driving software sales; strong executive relationship building skills with proven C‑suite influence for multiple lines of business utilizing data. 4+ years of domain experience in the Data Platform/Cloud solution area, either from the related industry or consulting: Ability to articulate business value of data technologies, including Databricks, Snowflake, Palantir, Google BigQuery, MSFT Fabric, SAP Datasphere, SAP BW, and/or Lakehouse/EDW solutions. Generic knowledge of SAP technologies, including the Business Data Cloud platform, is useful. Understanding of cloud platforms (AWS, Azure, Google Cloud) and data engineering tools. Experience in enterprise solution selling focused on AI, data management, and data governance. Knowledge of data engineering, machine learning, AI, and their ecosystem. Awareness of trends in data management, business intelligence, and analytics technologies. Understanding of industries and verticals relevant to SAP’s data and analytics solutions, and verticals that are key markets for SAP’s data and analytics solutions. Bachelor’s degree in business, Marketing, Information Technology, or related field. B2B enterprise experience with multi‑stakeholder SaaS cycles. Proven experience in account management, solution sales, or customer success roles. Strong understanding of solution sales, customer value realization, and territory management & account planning methodologies; expansion selling track record (account growth). Maps value levers and tells a quantified ROI, storytelling, and compelling business case creation. Ability to generate pipeline, nurture sales opportunities from lead to close, and correctly predict deal trajectory including inherent risk in closure. Thought leadership, 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. Why This Role Matters The SSE is pivotal in shaping SAP’s market leadership by delivering transformative solutions, driving innovation (especially in AI), and orchestrating value across the customer lifecycle. This role sits at the intersection of strategy, technology, and relationship management, ensuring customers realize the full value of their SAP investments while positioning the organization for sustained growth. Compensation Range Transparency The targeted combined range for this position is 256,400 – 435,800 USD. The actual amount to be offered will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. 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. Equal Employment Opportunity Statement SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al.), sexual orientation, gender identity or expression, protected veteran status, or disability. Requisition ID: 443616 | Work Area: Sales | Expected Travel: 0 – 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Requisition ID: 443616 #J-18808-Ljbffr SAP