Solution Sales Senior/Expert (f/m/d)-WalkMe - Discrete Manufacturing

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. 

 

What you’ll build

• Own the Full Sales Cycle: Drive the end-to-end sales process, from initial business development, product demos, and Proof of Concepts (POCs) through to successful contract negotiation and closing.
• Leverage AI-Driven Sales: Utilize artificial intelligence throughout the sales process to optimize outreach, streamline workflows, and accelerate deal velocity.
• Hunt & Expand: Proactively hunt for net-new business opportunities while strategically identifying areas to expand our footprint within WalkMe's Major Large Enterprise accounts in the Discrete Manufacturing industry.
• Manage the Pipeline: Expertly handle and qualify incoming inbound leads while executing targeted outbound prospecting campaigns.
• Drive Value-Based Selling: Deliver compelling, value-driven presentations and solutions to stakeholders at all levels, up to and including Enterprise C-suite executives.
• Collaborate for Growth: Partner closely with Customer Success Managers (CSMs), Solution Consultants and the SAP ecosystem, including Industry AEs and Senior Management, to identify and close up-sell and cross-sell opportunities.
• Cross-Functional Execution: Work seamlessly with internal teams, including senior management and corporate counsel, to smoothly navigate complex deal cycles from negotiation to signed contracts.
• Forecast & Track Activity: Maintain rigorous pipeline hygiene, track sales activities, and provide accurate weekly revenue forecasts within Salesforce.com.
• Exceed Targets: Consistently hit and exceed quarterly revenue quotas, with a strong focus on driving incremental bookings. 

 

What you bring

• Experience: Min. 5 years of proven experience in Enterprise B2B Software Sales, SaaS, or Business Consulting.
• Strategic SaaS Selling: Demonstrated success selling complex SaaS or high-tech solutions using a highly consultative, strategic, and value-driven approach.
• Regional Expertise (DACH): Deep understanding of the market dynamics and a proven track record of growing business and driving revenue specifically within the DACH region. (Fluent German and English are required)
• Complex Deal Management: Expertise in navigating and managing long, highly strategic enterprise sales cycles, from initial discovery and demo through to complex procurement negotiations and closing.
• History of Excellence: A documented, consistent track record of quota over-achievement and top-tier performance in previous Sales Executive roles.
• Process & Pipeline Mastery: Exceptional commitment to a process-driven sales methodology, with strict discipline in tracking customer engagement, maintaining pipeline hygiene, and accurately forecasting revenue via Salesforce.com.
• Agility & Drive: A self-starter mentality with the ability to thrive, pivot, and execute with urgency in a fast-paced, dynamic, and high-growth environment.
• Communication & Tech-Savvy: Exceptional presentation and storytelling skills, capable of commanding a room of C-suite executives.
• Fluent English and German language
• Bonus Points: Prior experience using WalkMe (or a deep understanding of Digital Adoption Platforms), familiarity with the SAP ecosystem, and experience utilizing AI tools to optimize your sales workflow are considered major advantages.

 

Where you belong

WalkMe is a digital adoption platform (DAP) that helps organizations guide users through software and digital tools using on-screen, step-by-step walkthroughs. It enables businesses to improve user experience, increase software adoption, and reduce support costs by offering real-time, context-sensitive guidance. WalkMe works across web, desktop, and mobile applications, making complex processes easier for employees and customers alike. Its analytics features also provide insights into user behaviour to optimize workflows and digital strategies. W