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| 部署・役職名 | Solution Sales Expert － BDC ＆ AI |
|---|---|
| 職種 | |
| 業種 | |
| 勤務地 | |
| 仕事内容 |
Role Overview 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, accelerate adoption of innovation （especially AI）, and position the organization as a market leader. The SAL 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 our company” strategy. Key Responsibilities Account Ownership ＆ Strategy: Serve as the LoB owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives and broader account plans by account team. Drive End－to－End Customer Value Journey with Domain Expertise: Provide solution area domain expertise and thought leadership to understand and address high－priority business challenges. Lead end－to－end process mapping and the customer value journey, owning the transformation roadmap for the LoB. Pipeline ＆ Opportunity Management: Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets. Product Success ＆ Innovation: Drive go－to－market for new products, engage early with customers, validate solutions, and influence the product roadmap. Lead AI and innovation initiatives （e.g., BDC, Knowledge Graphs, scalable PoCs, Joule agents）. Enablement, Demos ＆ Prototypes: Support solution advisors to ensure demo system readiness and manage enablement programs. Collaborate with Demo ＆ Learning teams to provide updated assets and trial environments as part of scalable enablement programs as well as customized demos, POCs and prototypes with customer specific data. Value Proposition ＆ Executive Engagement: Collaborate with value advisors to create compelling narratives articulating ROI, value leakage and competitive advantages. Conduct strategic discovery, run value leakage, AOTP workshops and deliver persuasive pitches with ways of solving distinct customer business/buying－center challenges to accelerate executive buy－in and drive demand independently of RFPs. Commercial Negotiations: Navigate complex pricing and contractual discussions, balancing client expectations with organizational profitability and cloud revenue growth. Adoption ＆ Consumption: 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, monitoring outcomes and driving continuous improvement to maximize customer value. Customer Success ＆ Field Impact: Own LoB deal cycles, renewals, enablement, and executive engagement. Elevate customer discussions to prioritize investment and drive measurable outcomes. Relationship Building ＆ Governance: Drive C－suite engagements and Buying Center Alignment by fostering long－term high－value relationships and convert executives into advocates and brand ambassadors. Conduct Quarterly Business Reviews （QBRs） with customers and internal stakeholders focused on solution adoption, innovation, risks and opportunities. Ecosystem ＆ Partner Engagement: Own relationships with strategic consulting partners （e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY） to co－innovate, develop joint go－to－market strategies, and shape disruptive solutions. Maintain direct, high－quality relationships with partner account leads. Collaboration ＆ Orchestration: Align closely with Sales, Product, and Marketing to ensure SAL impact is fully integrated into the go－to－market engine with tailored GTM approach. Drive joint accountability and coordination across internal stakeholders for maximum market impact. Competitive ＆ Industry Expertise: Maintain deep technical and functional knowledge across our solutions. Stay at the forefront of emerging technologies and competitive trends to craft differentiated solutions that win in the market. |
| 労働条件 |
雇用形態 正社員 勤務地: 東京 管理監督者分類：無（ケースによっては有） 労働時間区分：みなし労働時間制 みなし労働時間制の種類：専門業務型裁量労働制 【契約期間】期間の定めなし 【試用期間】試用期間あり（6ヶ月） ※試用期間中の勤務・賃金制度に変更はありません。 【賃金制度】 ※経験、スキルを考慮の上、当社規定により優遇します。 ■賃金形態：月給制 ■諸手当 ：※手当支給には会社規定の条件があります。 ■事業所内 禁煙 |
| 応募資格 |
【必須（MUST）】 Qualifications ＆ CompetenciesManagement consulting type profile with 10－15 Years 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 realization, and account planning methodologies; Expansion selling track record （account growth）. Deep our solution and domain expertise, with strong understanding of AI and innovation trends. Maps 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 related industry or consulting 英語：ビジネスレベル Why This Role Matters The SAL is pivotal in shaping our market leadership by delivering transformative solutions, driving innovation （especially in AI）, and orchestrating value across the customer lifecycle. This role is at the intersection of strategy, technology, and relationship management, ensuring customers realize the full value of their our investments while positioning the organization for sustained growth. |
| リモートワーク | 可 「可」と表示されている場合でも、「在宅に限る」「一定期間のみ」など、条件は求人によって異なります |
| 受動喫煙対策 | 屋内禁煙 |
| 更新日 | 2026/02/22 |
| 求人番号 | 7537590 |
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