
Solution Sales Expert - SAP Public Cloud ERP / Finance Solution (Bangalore)
SAP · Bengaluru, Karnataka, India
- On site
- Full-time
- $150,000 / year
- Bengaluru, Karnataka, India
Job highlights
- Lead cloud revenue and customer success for SAP ERP Finance.
- Develop strategic account plans and drive end-to-end value.
- Identify new opportunities and manage pipeline for growth.
- Drive AI and innovation initiatives for customer solutions.
- Negotiate contracts and foster executive relationships.
About the role
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 LoB cloud revenue, customer success, 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
- Account Ownership & Strategy: Serve as the LoB owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives and broader account plans by 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 LoB.
- 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 successful delivery of solutions and services, monitoring outcomes and driving continuous improvement to maximize customer value.
- Customer Success & Field Impact: Own LoB 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 convert 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 SAL impact is fully integrated into the go-to-market engine with 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 & Competencies
- Bachelor’s degree in Business, Marketing, Information Technology, or related field.
- Management consulting type profile with 10-15 Years Industry or Practitioner experience; Executive relationship building skills with proven C-suite influence.
- B2B enterprise experience with multi-stakeholder SaaS cycles, plus top-tier consulting and deep industry expertise.
- Proven experience in account management, solution sales, or customer success roles.
- Strong understanding of solution sales, customer value realization, and account planning methodologies; Expansion selling track record (account growth).
- Deep SAP and domain expertise, with strong understanding of AI and innovation trends.
- Maps value levers and tell a quantified ROI storytelling and compelling business case creation
- 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 plus years’ experience in a quota carrying role
- 5 plus years’ domain experience in Finance & Spend Management (Public Cloud ERP / Finance (oCFO) Solutions) domain either from related industry or consulting
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 is 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. Key skills/competency:- Solution Sales
- Account Management
- Cloud ERP
- Finance Solutions
- AI Innovation
- Customer Success
- Executive Engagement
- SaaS Sales
- Business Acumen
- Relationship Building
Skills & topics
- Solution Sales Expert
- SAP
- Public Cloud ERP
- Finance Solutions
- Sales
- Account Management
- SaaS
- Cloud Solutions
- ERP
- Finance
How to get hired
- Tailor your resume: Highlight your 10-15 years of industry/practitioner experience, executive relationship building, and C-suite influence. Emphasize B2B enterprise, SaaS, and consulting expertise.
- Showcase SAP and Finance domain expertise: Clearly articulate your 5+ years in Public Cloud ERP/Finance solutions and your understanding of AI and innovation trends.
- Quantify achievements: Provide examples of your expansion selling track record, ROI storytelling, and compelling business case creation.
- Prepare for case studies: Be ready to discuss how you've navigated complex negotiations, driven customer success, and managed stakeholder relationships in a matrixed environment.
Technical preparation
Master SAP Public Cloud ERP/Finance solutions.,Understand AI/innovation trends in finance.,Practice ROI storytelling and business case creation.,Familiarize with B2B enterprise SaaS sales cycles.
Behavioral questions
Describe influencing C-suite executives.,How do you build strategic account plans?,Share an experience driving AI innovation.,How do you handle complex negotiations?
Frequently asked questions
- What are the key responsibilities for a Solution Sales Expert at SAP?
- As a Solution Sales Expert (SAL) at SAP, you will own assigned accounts, develop strategic plans, and drive end-to-end customer value. Your responsibilities include pipeline management, promoting product success and innovation (especially AI), supporting enablement, crafting value propositions, negotiating commercial terms, and fostering strong executive and partner relationships.
- What is the required experience for the Solution Sales Expert - SAP Public Cloud ERP / Finance Solution role?
- This role requires 10-15 years of industry or practitioner experience, with a management consulting profile. You need executive relationship-building skills, proven C-suite influence, and B2B enterprise experience with multi-stakeholder SaaS cycles. A minimum of 5 years of domain experience in Finance & Spend Management (Public Cloud ERP/Finance Solutions) is essential, along with 12+ years in a quota-carrying role.
- How does SAP leverage AI in this Solution Sales Expert role?
- SAP encourages the adoption of innovation, especially AI, within this role. You will lead AI and innovation initiatives, such as BDC, Knowledge Graphs, scalable PoCs, and Joule agents, to drive transformative solutions and deliver measurable value to customers.
- What kind of customers can I expect to work with as a Solution Sales Expert at SAP?
- You will be working with enterprise clients across various industries, helping them to run better and smarter with SAP's Public Cloud ERP and Finance solutions. The role involves engaging with C-suite executives and managing complex, multi-stakeholder SaaS sales cycles.
- How important is understanding SAP's broader 'One SAP' strategy in this role?
- The 'One SAP' strategy is crucial. As a Solution Account Lead (SAL), you will support both specific Lines of Business (LoB) and the overall 'One SAP' strategy, ensuring integrated and holistic solutions for customers.
- What does SAP offer in terms of career growth for a Solution Sales Expert?
- SAP emphasizes constant learning, skill growth, and professional development. The role offers opportunities to shape transformative solutions, influence product roadmaps, and engage with cutting-edge AI technologies, positioning you for sustained growth within the company.