Senior Solution Sales Executive - Business Transformation Management

Location: Turbigo

Role Overview
The Solution Sales Executive (SSE) Expert is responsible for combining 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 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.

This position will be responsible for selling our Business Transformation Management Software.
Qualifications for the position include a minimum of 12 years of experience with a proven track record of selling business transformation management solutions over the most recent 4+ years. You may review SAP solutions for business transformation management here:
What You'll Do

Account ownership & strategy:
Serve as the designated Line-of-Business owner for assigned accounts, owning the end-to-end relationship and developing multi-year strategic account plans that align customer objectives with company goals and the broader account team’s direction.
Drive the end-to-end customer value journey with domain expertise:
Apply deep Business Transformation applications expertise to map current-state processes, identify high-impact gaps, and design a prioritized transformation roadmap that delivers measurable business value across the customer lifecycle.
Pipeline & opportunity management:
Proactively identify, qualify, and develop expansion opportunities within existing accounts, building a healthy pipeline, forecasting revenue, and coordinating with sales to convert opportunities into closed deals.
Product success & innovation:
Lead go-to-market efforts for new products and capabilities—engaging early with customers to validate concepts, capture feedback, and influence product roadmaps—with particular focus on AI and other innovation initiatives that accelerate value.
Enablement, demos & prototypes:
Ensure demo systems, trial environments, and enablement assets are production-ready; support solution advisors and learning teams to deliver scalable training, as well as tailored demos, proofs-of-concept, and prototypes using customer-specific scenarios and data.
Value proposition & executive engagement:
Co-create compelling executive-level narratives and ROI analyses (value leakage, cost-to-serve, TCO improvements) with value advisors; lead strategic discovery and workshops to gain executive alignment and accelerate buying decisions beyond formal RFP cycles.
Commercial negotiations:
Lead complex commercial discussions including pricing, contract terms, and cloud revenue models, balancing customer expectations with profitability and long-term strategic value for the business.
Adoption & consumption:
Partner with Customer Success and adoption teams to drive usage, monitor consumption metrics, manage escalations, secure customer references, and implement continuous improvement actions to maximize realized value.
Customer success & field impact:
Own BTM-application deal cycles and renewal negotiations, driving end-to-end field engagement and executive sponsorship to prioritize investments and deliver measurable outcomes tied to agreed KPIs.
Relationship building & governance:
Cultivate C-suite and buying-center relationships to align stakeholders, convert sponsors into advocates, and run Quarterly Business Reviews focused on adoption, innovation, risk mitigation, and opportunity identification.
Ecosystem & partner engagement:
Manage strategic alliances with consulting and systems integrator partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY), co-developing joint solutions and go-to-market approaches while maintaining close partner account-level relationships.
Collaboration & orchestration:
Orchestrate cross-functional execution with Sales, Product, Marketing, Solution Architects, and Delivery teams to ensure account strategies are integrated into the GTM engine and that responsibilities, timelines, and outcomes are jointly owned.
Competitive & industry expertise:
Maintain…