Regional Banking Client Partner (Solutions & Delivery) - EMEA

SAP Fioneer · London, UK

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 6mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon SAP Fioneer's careers page

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The job

What you'd do: Grow and deliver for a short list of key bank customers across Europe, the Middle East and Africa, from first talks through to project delivery.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 188 days. Ask why it's been hard to fill.
Company hiring: 3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from SAP Fioneer? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

SAP Fioneer is building the next generation of banking platforms – at the intersection of financial‑services expertise and SAP technology. To further expand our business in the EMEA region, we are looking for an experienced leader who will take entrepreneurial ownership of a portfolio of strategic banking clients, from business development through to successful delivery. This role is neither a traditional delivery lead nor a pure sales account manager. You will take end‑to‑end responsibility for selected key clients with a clear focus on driving growth and enabling successful transformation. Your Responsibility End-to-End Ownership of Strategic Clients - You take full entrepreneurial responsibility for a portfolio of strategic banking clients - You act as the central point of contact at executive level - You build strong, long‑term client relationships that go beyond individual projects Steering Transformation - You define the strategic direction of solutions together with Solutioning and Product - You ensure that commercial commitments are delivered successfully in practice - You act as Executive Sponsor for critical programs within your client portfolio Market presence EMEA-Region - You work closely with Sales and Go‑to‑Market to scale growth effectively - You actively position SAP Fioneer within the banking ecosystem - You leverage your network and market access to open doors and create opportunities What Makes This Role Unique - You take real ownership for outcomes - You operate across the entire value chain: from business development to delivery - You collaborate with strong internal teams – while steering the overall direction - You have direct impact on growth, client relationships, and market positioning Requirements - Several years of experience in a senior role within the financial‑services sector, with a focus on banking - Deep understanding of transformation initiatives in transaction banking, payments, or core banking - Proven experience in building and developing client relationships at senior and executive level - Track record in identifying, structuring, and executing complex business and transformation initiatives - Ability to connect commercial considerations with delivery requirements - Experience in steering large‑scale programs or initiatives in a complex environment - Entrepreneurial mindset, strong sense of ownership, and a high level of execution capability Benefits We offer a comprehensive benefits package that includes occupational pension provisions, support for health and wellbeing, various mobility options like bike leasing and transportation allowances, as well as additional perks such as celebration rewards, meal programs, jubilee recognition, and relocation reimbursement.

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