Sales Executive - SAP Finance and Spend Management - Malaysia

SAP; Jakarta Pusat; On-site; IDR 320,000,000 - 520,000,000; Full time

Job summary

SAP SE is seeking a Senior Solution Sales Executive (SSE) to lead LoB revenue for key accounts, driving AI-enabled innovation and end-to-end value realization across customer lifecycles. You will shape strategic plans, coordinate with product, sales, and partners, and engage C-suite stakeholders to accelerate cloud adoption.

In this role, you will own pipeline, negotiate complex deals, and drive customer success initiatives, while collaborating with external consulting partners to deliver

Qualifications

• 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.
• Deep SAP and domain expertise, with strong understanding of AI and innovation trends.

Responsibilities

• Account Ownership & Strategy: Serve as the LoB owner for assigned accounts, developing and executing strategic account plans.
• 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.
• 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.
• Enablement, Demos & Prototypes: Support solution advisors to ensure demo system readiness and manage enablement programs.
• Value Proposition & Executive Engagement: Collaborate with value advisors to create compelling ROI narratives and secure executive buy-in.
• Commercial Negotiations: Navigate pricing and contractual discussions balancing client expectations with profitability.
• Adoption & Consumption: Support CS teams to ensure successful delivery and maximize customer value.
• Customer Success & Field Impact: Own LoB deal cycles, renewals, and executive engagement.
• Relationship Building & Governance: Drive C-suite engagements and quarterly business reviews with customers and stakeholders.
• Ecosystem & Partner Engagement: Own relationships with strategic consulting partners to co-innovate and shape go-to-market strategies.
• Collaboration & Orchestration: Align with Sales, Product, and Marketing to drive integrated GTM efforts.
• Competitive & Industry Expertise: Maintain knowledge of SAP solutions and AI/innovation trends.

Skills

C-suite influence

Solution sales

Client relationship

Strategic thinking

Analytical mindset

Education

Bachelor’s degree in Business/Marketing/IT

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) 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 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

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., Finance, Spend, AI 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-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 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 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
• 4 plus years’ domain experience in applicable sub solution area domain either from related industry or consulting within Finance and Spend Management

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, ensuring customers realize the full value of their SAP investments while positioning the organization for sustained growth.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end‑to‑end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose‑driven and future‑focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well‑being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
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: [e-mail].
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Requisition ID: 452792 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: