Account Executive Specialist (f/m/d) Finance & Spend Mgmt - Procurement Focus

SAP; Walldorf; On-site; EUR 90,000 - 130,000; Full time

Job summary

SAP is seeking a Solution Sales Executive (SSE) / Account Executive Specialist (f/m/d) to drive LoB cloud revenue in the Finance & Spend Management area, focusing on Procurement with SAP Ariba and SAP Fieldglass. You will own LoB deals, engage executives, and shape transformation roadmaps for customers across named accounts in Germany.

The role requires deep SAP expertise, 7+ years in B2B SaaS sales, and fluent German (C1) with English.

Qualifications

• 7+ years of professional sales experience in SAP Spend solutions or SaaS.
• Strong relationships with procurement and finance leaders.
• Bachelor’s degree in business, marketing, IT, or related field.

Responsibilities

• Lead market share growth for SAP Spend - Procurement in Germany.
• Own end-to-end sales cycles, renewals, and executive engagement.
• Develop strategic account plans and revenue from named accounts.

Skills

Enterprise sales

SaaS sales

Account planning

Negotiation

Education

Bachelor's degree

Tools

CRM platforms

Job description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging - but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Role Overview

The Solution Sales Executive (SSE) / Account Executive Specialist (f/m/d) 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. Within the Finance & Spend Management LoB, you will be working in one of our three sales teams with a primary focus on Procurement, and be responsible for our portfolio including SAP Ariba and SAP Fieldglass. The SSE 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 include

• Lead Efforts: Establish, develop, and expand market share for SAP's Spend - Procurement solutions within named accounts in Germany
• Pipeline & Opportunity Management: Build and execute a strong pipeline for Spend to achieve the quarterly and yearly sales target.
• 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.
• 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

• 7+ years of professional sales experience, with SAP Spend solutions (Beneficial: Procurement, Sourcing/Contracts, Finance/AP, ERP, Business Technology Platform or Workforce Management), SaaS solutions, VMS or Procurement
• Relationships in procurement and finance communities (e.g. CIOs, CPOs, CFOs, procurement/finance directors, Head of Direct or Indirect Proc. etc.) of advantage
• Bachelor’s degree in Business, Marketing, Information Technology, or related field.
• B2B enterprise experience with multi-stakeholder SaaS cycles, plus top-tier consulting and deep industry expertise.
• 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.
• Excellent verbal and written communication skills in German (min. C1 level) and English

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 is at the intersection of strategy, technology, and relationship management