Solution Sales Executive - CX - Sydney/Brisbane

Role Overview

The Solution Account Lead (SAL) is a strategic leader who combines deep SAP expertise, business acumen, and end‑to‑end solution area domain knowledge to drive line‑of‑business cloud revenue, accelerate adoption of innovation (especially AI), and position the organization as a market leader. The SAL shapes transformative solutions and delivers measurable value to customers through thought leadership, innovation, and strategic execution—supporting both specific Lines of Business (LoB) and the overall “One SAP” strategy.

Key Responsibilities

• Serve as the LoB owner for assigned accounts and develop and execute strategic account plans that align with customer goals and business objectives.
• Provide domain expertise and thought leadership to understand and address high‑priority business challenges; lead end‑to‑end process mapping and the customer value journey.
• Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets.
• Drive go‑to‑market for new products, engage early with customers, validate solutions, and influence the product roadmap; lead AI and innovation initiatives.
• Support solution advisors to ensure demo system readiness and manage enablement programs; collaborate with Demo & Learning teams to provide updated assets.
• Create compelling narratives that articulate ROI and value leakage; conduct strategic discovery, run value leakage workshops and deliver persuasive pitches.
• Navigate complex pricing and contractual discussions, balancing client expectations with organizational profitability and cloud revenue growth.
• Support Customer Success Management communities, secure references, and manage escalations; collaborate with CS and CS&D adoption teams to ensure successful delivery and continuous improvement.
• Own LoB deal cycles, renewals, enablement, and executive engagement; elevate customer discussions to prioritize investment and drive measurable outcomes.
• Drive C‑suite engagements and buying‑centre alignment, fostering long‑term high‑value relationships and converting executives into brand ambassadors; conduct Quarterly Business Reviews.
• Own relationships with strategic consulting partners to co‑innovate, develop joint go‑to‑market strategies, and shape disruptive solutions.
• Align closely with Sales, Product, and Marketing to ensure SAL impact is integrated into the go‑to‑market engine with a tailored GTM approach.
• Maintain deep technical and functional knowledge across SAP solutions, staying at the forefront of emerging technologies and competitive trends.

Qualifications & Competencies

• Bachelor’s degree in Business, Marketing, Information Technology, or related field.
• 10‑15 years of industry or consulting experience, with executive relationship‑building skills and proven C‑suite influence.
• B2B enterprise experience with multi‑stakeholder SaaS cycles and strong consulting background.
• Proven experience in account management, solution sales, or customer success roles.
• Strong understanding of solution sales, customer value realisation, and account planning methodologies.
• Deep SAP and domain expertise, with a strong understanding of AI and innovation trends.
• Ability to map value levers, quantify ROI, and craft compelling business cases.
• 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.
• Analytical mindset with a focus on problem‑solving and continuous improvement.
• 12+ years’ experience in a quota‑carrying role.
• 4+ years’ domain experience in the applicable sub‑solution area domain.

Why This Role Matters

The SAL 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 realise the full value of their SAP investments while positioning the organization for sustained growth.

Equal Employment Opportunity

Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, veteran status, or disability, in compliance with applicable legal requirements. SAP is committed to ensuring accessibility accommodations for applicants with physical or mental disabilities. Any background verification requirements will be conducted with an external vendor.

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