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About the Role

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, and accelerate innovation adoption, positioning SAP as a market leader. The SAL shapes transformative solutions and delivers measurable value to customers through thought leadership, innovation, and strategic execution.

Responsibilities

Serve as the LoB owner for assigned accounts, developing and executing strategic account plans.
Provide solution area domain expertise and thought leadership to address high-priority business challenges.
Lead end-to-end process mapping and the customer value journey, owning the transformation roadmap for the LoB.
Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets.
Drive go-to-market for new products, engage early with customers, validate solutions, and influence the product roadmap.
Lead AI and innovation initiatives.
Support solution advisors to ensure demo system readiness and manage enablement programs.
Collaborate with Demo & Learning teams to provide updated assets and trial environments.
Create compelling narratives articulating ROI, value leakage and competitive advantages.
Conduct strategic discovery, run value leakage, AOTP workshops and deliver persuasive pitches.
Navigate complex pricing and contractual discussions.
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.
Own LoB deal cycles, renewals, enablement, and executive engagement.
Elevate customer discussions to prioritise investment and drive measurable outcomes.
Drive C-suite engagements and Buying Centre Alignment by fostering long-term high-value relationships.
Conduct Quarterly Business Reviews (QBRs) with customers and internal stakeholders.
Own relationships with strategic consulting partners to co-innovate, develop joint go-to-market strategies, and shape disruptive solutions.
Maintain direct, high-quality relationships with partner account leads.
Align closely with Sales, Product, and Marketing to ensure SAL impact is fully integrated into the go-to-market engine.
Drive joint accountability and coordination across internal stakeholders for maximum market impact.
Maintain deep technical and functional knowledge across SAP solutions.
Stay at the forefront of emerging technologies and competitive trends to craft differentiated solutions.

Requirements

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.
Ability to map 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 the related industry or consulting (Customer Experience, CRM, Commerce, Marketing ).
Successful candidates might be required to undergo a background verification with an external vendor.

Skills

SAP expertise
Business acumen
End-to-end solution area domain knowledge
AI and innovation
Thought leadership
Strategic execution
Account ownership
Strategic account planning
Customer value journey
Transformation roadmap
Pipeline management
Opportunity identification
Go-to-market strategy
Product roadmap influence
Demo system readiness
Enablement programs
Value proposition creation
ROI analysis
Value leakage identification
Competitive advantage articulation
Strategic discovery
AOTP workshops
Persuasive pitching
Commercial negotiation
Contractual discussions
Customer Success Management
Reference generation
Escalation management
Solution adoption
Service delivery
Outcome monitoring
Continuous improvement
Deal cycle management
Renewal management
Executive engagement
Relationship building
Governance
C-suite engagement
Buying Centre Alignment
Quarterly Business Reviews (QBRs)
Ecosystem engagement
Partner engagement
Co-innovation
Joint go-to-market strategies
Disruptive solution shaping
Sales alignment
Product alignment
Marketing alignment
Market impact
Technical knowledge
Functional knowledge
Emerging technologies
Competitive trends

Location

Virtual - Australia

Work Type

Hybrid
Regular Full Time

Experience Level

10-15 years of industry or Practitioner experience
12 plus years’ experience in a quota-carrying role
4 plus years’ domain experience in applicable sub-solution area domain

Education Level

Bachelor’s degree in Business, Marketing, Information Technology, or related field.

Benefits

Constant learning
Skill growth
Great benefits
Team that wants you to grow and succeed
Focus on health and well-being
Flexible working models

About the Company

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.
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.

Equal Opportunity

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.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.