Job Title: Senior Account Executive, ANZ

Department: Sales

Reports to: Managing Director, ANZ

Location: Australia

Build an executive sales career at the centre of enterprise data transformation. At SNP, you will help major organisations modernise SAP landscapes, execute M&A-driven; separations and integrations, move to cloud and SAP S/4HANA, improve data quality, and retire legacy applications with lower risk and disruption.

Our company and platform

SNP is a global software and services company focused on enterprise data transformation and data management. We help organisations plan, execute and govern complex SAP and broader enterprise-data change through a software-led approach, deep transformation expertise and a strong partner ecosystem.

SNP Kyano® is our composable platform for business agility. It brings together continuous landscape assessment, data migration and modernisation, and ongoing data management across three pillars: Kyano Foundation, Kyano Move and Kyano Manage.

The portfolio includes solutions for SAP platform modernisation and selective data transition, M&A; carve-outs and integrations, cloud moves, non-SAP-to-SAP migration through Kyano Crossway, cloud data integration through Kyano Glue, data validation, test data management, active archiving and application retirement through Kyano Datafridge. The proven CrystalBridge® transformation engine underpins key SAP transformation capabilities, while BLUEFIELD™ remains SNP’s software-enabled approach for selective SAP transformation.

Across Australia and New Zealand, SNP works with customers and partners to address transformation programs where speed, data integrity, regulatory compliance, business continuity and predictable cutover are critical. The role requires translating product capability into measurable customer outcomes, not simply selling technical features.

SNP | The Transformation Company The JAPAC organisation operates across key Asia-Pacific markets, supported by global product, delivery and customer-success teams. The ANZ sales team works closely with SAP, hyperscalers, systems integrators and advisory partners to originate and execute complex transformation opportunities.

What we’re looking for

Role overview The Senior Account Executive, ANZ is an individual contributor accountable for profitable new-business growth and expansion across a defined portfolio of strategic accounts and target new-logo organisations in Australia and New Zealand.

The role has a strong new-business focus, complemented by expansion responsibility within nominated existing customers. It owns the end-to-end sales cycle, develops executive relationships, orchestrates SNP and partner resources, and positions the full Kyano portfolio against each customer’s transformation agenda.

Success requires disciplined pipeline creation, value-based selling, accurate forecasting and the ability to progress complex, multi-stakeholder opportunities from initial insight through contract, delivery handover and account growth.

Working in collaboration with the broader Sales team, the Senior Account Executive will contribute to the ANZ Sales Strategy, aligning to Regional and Global strategies. Central to this is the development of new markets, industries and customers into which SNP ANZ position the Kyano Data Transformation platform and evolving product offerings.

Customer context in ANZ

- Modernising complex SAP ECC estates and moving to SAP S/4HANA or RISE while protecting business continuity.
- Defining the right data scope, reducing data volume and technical debt, and keeping the target landscape lean and supportable.
- Meeting fixed M&A; timelines for carve-outs, divestitures, integrations and transitional-service exits.
- Reconciling and validating data across source and target environments to support confident cutover and auditability.
- Retiring legacy SAP and non-SAP applications while retaining secure, compliant and accessible historical data and documents.
- Integrating SAP and non-SAP data with cloud platforms while navigating skills constraints, governance, security and stakeholder complexity.




- Building an evidence-based transformation roadmap, value case and delivery approach before committing major investment.

Responsibilities

- Own an annual sales target across a defined portfolio of strategic accounts and target new-logo organisations, with account allocation and territory priorities agreed through the annual sales-planning process. Maintain clear account plans, chance strategies, next actions and forecast discipline.
- Create demand around the full SNP Kyano portfolio: Kyano Foundation, Kyano Move and Kyano Manage, including SAP platform modernisation, selective data transition, M&A; carve-outs and integrations, cloud moves, Kyano Crossway, Kyano Glue, Kyano Validate, test data management, active archiving and Kyano Datafridge and emerging products e.g. X-Way, Oros, Lorna
- Lead consultative discovery with CIO, CFO, enterprise architecture, SAP, data, risk, audit and business stakeholders to connect transformation priorities to quantified business outcomes.
- Position SNP against common ANZ customer challenges: ageing and complex ECC landscapes; SAP S/4HANA and RISE programs; data-volume growth and technical debt; constrained transformation capacity; downtime and cutover risk; M&A; separation and integration deadlines; legacy-system cost; retention, privacy and audit obligations; and fragmented SAP and non-SAP data.
- Build value cases that address faster time to value, lower delivery and operational risk, reduced legacy cost, a leaner target landscape, data integrity, compliance, business continuity and future agility.
- Run the full chance lifecycle from prospecting and qualification through solution shaping, commercial strategy, proposal, negotiation, contracting/SoW creation and close, using SNP sales governance, CRM and approval processes.
- Orchestrate presales, delivery, product, legal, commercial, marketing and executive sponsors to create a credible solution, delivery model, business case and close plan.
- Develop trusted, multi-level relationships in existing customers, identify whitespace and expansion opportunities, and maintain engagement through delivery handover and customer-success milestones.
- Build and execute joint go-to-market plans with SAP, hyperscalers, systems integrators, advisory firms and other strategic partners while maintaining clear ownership of customer value and opportunity progression.
- Use executive briefings, assessments, workshops, demonstrations, events and though leadership to create urgency and advance qualified opportunities.
- Maintain accurate opportunity data, forecast calls, mutual action plans and risk assessments; proactively escalate blockers and mobilise the right support.
- Continuously build product, industry and competitive knowledge and translate roadmap developments into relevant customer conversations without overcommitting future capability.
- Represent SNP with professionalism, commercial integrity and a customer-outcome mindset across Australia and New Zealand.
- Personally originate qualified opportunities through strategic prospecting, executive outreach, industry insight, partner collaboration and account-based campaigns rather than relying primarily on inbound leads.
- Maintain pipeline coverage at or above the level established through the annual sales plan.
- Apply SNP’s opportunity-qualification methodology to confirm business impact, decision criteria, decision process, executive sponsorship, commercial pathway, competition, risks and a credible route to close.
- Structure opportunities across software subscription, SNP professional services and partner-delivered services, protecting revenue quality, gross margin, contractual clarity and delivery feasibility.




- Lead commercial strategy within delegated authority, including pricing, discount discipline, margin protection, payment terms, scope clarity and coordination of legal, delivery and commercial approvals.
- Ensure opportunities are contractually and operationally ready for delivery, with documented customer outcomes, scope, assumptions, dependencies, commercial commitments, risks and acceptance criteria.
- Remain the executive commercial sponsor after handover while delivery accountability transfers to the appointed delivery lead.
- Establish an account growth plan covering adoption, cross-portfolio expansion, renewal risk, executive sponsorship, reference potential and follow-on transformation priorities, working with the appropriate customer-success and delivery owners.
- Establish clear partner roles, commercial boundaries, rules of engagement and joint account actions while protecting SNP’s customer relationships, intellectual property and prospect position.
- Develop and execute competitive strategies that differentiate SNP’s software-led approach, transformation experience, automation and risk-reduction value against traditional migration, custom-development and incumbent-provider alternatives.

Qualifications

We’re seeking someone who

- Has 8+ years of successful enterprise software, services or transformation sales experience, preferably within SAP, enterprise applications, cloud, data or major systems integration.
- Has demonstrated success originating and closing complex, high-value opportunities with long sales cycles and multiple executive, business, technical and procurement stakeholders.
- Has working knowledge of SAP ECC, SAP S/4HANA,RISE with SAP, cloud migration, data transformation and the SAP partner ecosystem. Experience with M&A; technology programs or data-management solutions is advantageous.
- Can lead outcome-based discovery, develop a persuasive value case and communicate business, technical and delivery considerations to C-suite and senior stakeholders.
- Has experience building strategic account plans, navigating partner-led pursuits and coordinating virtual teams across presales, delivery, product, commercial and executive functions.
- Brings strong commercial judgement, negotiation skills, CRM discipline and forecast accuracy, with explicit ownership of pipeline quality and quota attainment.
- Has excellent written, presentation, listening and facilitation skills, including the ability to create executive-ready proposals and lead customer workshops.
- Is self-directed, resilient and collaborative, with high integrity, curiosity and willingness to continuously learn a broad and evolving portfolio.
- Holds a bachelor’s degree in business, technology, marketing or a related discipline, or equivalent relevant experience.
- Can travel across Australia and New Zealand as customer and partner engagements require.
- Has an established executive and partner network across the ANZ SAP, enterprise applications, cloud, data or transformation ecosystem; this is highly desirable.

How success will be measured

- Revenue and gross-margin performance against agreed targets.
- Qualified pipeline coverage, new-logo creation and strategic-account expansion. Forecast accuracy, opportunity progression and sales-cycle discipline.
- Executive relationship depth and effective partner-sourced or partner-influenced growth. Quality of handover, customer outcomes and reference potential.

What’s in it for you

As part of the SNP ANZ team, you will work with experienced local and global specialists on high-impact transformation programs. You will receive structured enablement across the Kyano portfolio, SNP sales methods and priority use cases, with access to executive, presales, product, delivery and partner resources to help develop and close opportunities.

- Competitive salary and company bonus scheme
- Mobile allowance
- 20 days annual leave
- 5 days family day leave
- Flexible benefits
- Hybrid working model, with flexibility to work remotely and in the office

“Be More” @ SNP: UnlockYour Full Potential

📌 Senior Account Executive, ANZ (Melbourne)
🏢 SNP Group
📍 Melbourne