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 organisation 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 customised 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‐centre challenges to accelerate executive buy‐in and drive demand independently of RFPs.
Commercial Negotiations
Navigate complex pricing and contractual discussions, balancing client expectations with organisational 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 maximise customer value.
Customer Success & Field Impact
Own LoB deal cycles, renewals, enablement, and executive engagement. Elevate customer discussions to prioritise investment and drive measurable outcomes.
Relationship Building & Governance
Drive C‐suite engagements and Buying Centre 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 SAL 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 & Competencies
* Bachelor's degree in Business, Marketing, Information Technology, or related field.
* Management consulting type profile with 10-15 years of 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 realisation, and account planning methodologies; Expansion selling track record (account growth).
* Deep SAP and domain expertise, with a strong understanding of AI and innovation trends.
* Maps value levers and tells 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.
* 4 plus years' domain experience in applicable sub‐solution area domain, either from the related industry or consulting (Customer Experience, CRM, Commerce, Marketing).
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e‐mail with your request to Recruiting Operations Team: Careers@sap.com.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
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