Solution Sales Expert - Supply Chain Management
Pubblicato il 09-10-2026 - Sap in Milano
**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) 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.
**- 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.
- 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.
- 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 up-to-date technical and functional knowledge of SAP and adjacent solutions as well as market and competitor trends; use that insight to position differentiated solutions that address industry-specific challenges and win competitive deals.
**- What You Bring**
- Quota carrying sales experience with a management consulting type profile with 10 years Industry or Practitioner experience driving software sales; Executive relationship building skills with proven C-suite influence to include Chief Supply Chain Officer (CSCO), Chief Operations Officer (COO), Chief Manufacturing Officer / Chief Industrial Officer, Chief Logistics Officer (CLO).
- 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).
- Maps value levers and tell a quantified ROI storytelling and compelling business case creation
- Strategic thinking, business acumen, relationship building and client