SAP Concur- Senior Solution Sales Executive,… at SAP IT… · Reston

Job Description

You will turn customer needs into outcomes, working across teams to deliver measurable impact. Expect to innovate, collaborate, and execute strategies that drive success. Purpose To cloud revenue growth by aligning customer needs with SAP solutions, providing domain expertise, and articulating value to achieve customer outcomes. The role supports renewals and expansions, fostering long-term customer relationships and successful solution adoption. Key Responsibilities include but are not limited to Understand customer business goals and desired outcomes, aligning solutions to customer needs Partner with account owners and involved Partners to position value through solution-specific sales motions Build a healthy pipeline aligned with customer needs, leveraging Partners to drive booking, retention, and expansion Orchestrate and bring domain expertise to support key sales motions, aligning customer expectations between license sales and Partner services Articulate the expected value to customers, securing paths to future success and ensuring ongoing success to realize customer lifetime value.

What you'll bring

You are an associate-level sales professional ready to build pipeline and deliver value for small and medium-sized business in our Nationals segment in SAP Concur.

• Experience in technology or software solution sales
• Ability to understand customer business goals and align solutions to desired outcomes
• Confidence building and managing a sales pipeline independently
• Skilled at working with account owners and external partners to position value
• Clear, influential communicator — able to articulate the business case for technology investment
• Degree not required for this role.
• Net New sales
• Demand generation
• Selling techniques
• Competitive positioning
• Negotiation skills

We also look for people who build trust naturally, communicate with clarity, keep the customer at the centre of what they do, and bring emotional intelligence and genuine problem-solving ability to the challenges they face.

In addition to the skills and experience specific to this role, all positions at SAP require candidates who are comfortable using AI tools — including agentic AI — in their day-to-day work, from crafting effective inputs and automating routine tasks, to evaluating AI-generated outputs for quality and spearheading adoption of AI practices within their teams.

What you'll build

You will own the full sales cycle for SAP Concur solutions within the SMB segment, driving cloud revenue growth by connecting customer needs to lasting outcomes.

• Build and manage a self-generated pipeline of SMB or Mid-Marke opportunities
• Align SAP Concur solutions to customer goals through solution-specific sales motions
• Partner with account owners and ecosystem partners to drive bookings
• Support renewals and expansions to grow customer lifetime value
• Deliver clear business cases that articulate the value of SAP Concur to decision-makers
• Orchestrate domain expertise across internal and partner teams to support key sales motions

Where you belong

You will join the Concur SMB team — the home of SAP Concur's North American operations, focused on bringing travel and expense management solutions to small and medium-sized businesses. Demand for cloud solutions is growing in this segment, and there is real opportunity to make an impact. You will work daily with account owners, solution advisors, and ecosystem partners.

Equal Employment Opportunity (EEO) Statement

Our company does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

Additional Information

About SAP
With a global network of customers, partners, employees, and thought leaders, SAP helps the world run better and improves people’s lives.
As a leader in enterprise applications and business AI, SAP stands at the nexus of business and technology. For over 50 years, organizations have trusted SAP to bring out their best by uniting business-critical operations spanning finance, procurement, HR, supply chain, and customer experience.

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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency
SAP believes pay transparency is essential to fostering an honest, supportive, and inclusive culture and is an important part of our commitment to pay equity. The salary range for this position is included in the job posting. The actual compensation offered to the successful candidate will fall within that range and will depend on factors such as education, skills, experience, location, and scope of the role, as determined through the selection process. Where applicable, SAP may also provide variable incentive opportunities and additional benefits, subject to the terms of the relevant plans and policies. Any variable incentive amount is target-based, with actual payouts dependent on company and individual performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
Please note that any violation of these guidelines may result in disqualification from the hiring process.