Jobs Kenya

Company Address: Address Cavendish Building, 4th Floor 14 Riverside Park Riverside Drive Nairobi, Kenya

  • Account Executive ENR

    Account Executive ENR

    PURPOSE AND OBJECTIVES
    The Account Executive Expert leads the sales efforts across all lines of business for large, multi-national, strategic customers — orchestrating all SAP parties around a single, clear, multi-year Account strategy. The Account Executive Expert will manage the customer relationship as a long-term P&L business, rather than an opportunity, delivering consistent, predictable and sustainable revenues.
    EXPECTATIONS AND TASKS
    1.Orchestrates account strategy, incorporating Software, Services, Support/Maintenance, Partners and Channels
    2.Integrates all customer- facing functions to achieve tighter, more profitable business plans, more cohesive interaction with the customer and increased customer satisfaction
    3.Completes long-term technology and business strategy planning with the customer
    4.Innovates with marquee accounts and identifies co-innovation opportunities
    5.Develops long term c-level relationships, strong governance, and top-to-top partnerships
    6.Expands SAP Footprint
    7.Drives revenue growth in all LOBs
    8.Creates barriers to entry for competitors, protecting SAP’s customer base Drives adoption of premium support services
    9.Mitigates risk (customer and SAP) through adoption of PCN methodologies/programs and Account Management best practices
    10.Provides leadership to Value Management and Value realization Consults On-site on all SAP Programs and higher adoption of ROL Solutions Provides high touch account management throughout software lifecycle
    11.Consults On-site on all SAP Programs and higher adoption of ROL Solutions
    12.Provides high touch account management throughout software lifecycle
    EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
    Bachelor’s or Master degree
    WORK EXPERIENCE
    10+ years of business experience in Sales or Consulting with complex business software / IT solutions
    5+ years of deep industry/domain expertise
    5+ years of Large Account Management experience / leading account teams Strong knowledge of the complete SAP offering (including Service and Support)
    Several years as (Associate) Partner at System Integrator (e.g. AC)
    Several years of Business Consulting Management or Value Engineering Several years of large Account Management
    Exceptional communication skills

    Apply via :

    jobs.sap.com

  • Programme Manager

    Programme Manager

    Role Description
    The Principal Project Manager is responsible for the overall management of a Class A, Class B or Class C type project throughout its lifecycle. The Principal Project Manager has the qualifications and business acumen to manage large scale, high risk, strategic projects that span organizational boundaries including multiple business units and service partners/vendors. They provide leadership to cross-functional teams responsible for delivering defined project outputs to time, budget and project quality criteria. Principal Project Manager also ensures adherence to project management methodology practices, provides project manager mentoring, performs Project Management Reviews and reinforces the enterprise knowledge management through the communication of lessons learned and best practices development.
    The Principal Project Manager assists during the Bid Phase of the customer engagement by providing input into the proposal especially in the area of delivery model (e.g. SAP Advanced Delivery management model for delivery of particular customer project), project structure, organization, scoping, estimation and risk assessment.
    The Principal Project Manager has ability to manage complex projects or smaller programs that require coordination of work between various parties like third party sub-contractors, SAP Custom Development, SAP Global Delivery, SAP Active Global Support.
    Expectations And Tasks
    Opportunity Management
    Define appropriate delivery model for customer project based on SAP Advanced Delivery Management as a composition of RDS, pre-defined services, on-site delivery, Global Delivery, Custom Development as needed to deliver on customer success
    Scope and estimate the engagement
    Determine required resources for the project
    Assess, document and communicate risk for the engagement
    Position SAP delivery methodology – ASAP in the engagement
    Delivery
    Conduct the project planning activities and manage the execution of large scale, high risk, or strategic projects according to plan (Opportunity Management, Initiating to Closing…)
    Evaluate complex situations accurately and identify viable solutions that create successful outcome for the customer.
    Manage relationship with project stakeholders, including internal and external clients, keeping stakeholders informed of progress and issues in order to manage expectations on all project requirements and deliverables.
    Manage and communicate a clear vision of the project’s objectives, and motivate the project team to achieve them; create a project environment that enables peak performance by team members.
    Ensure proper use of methodology, tools and procedures
    Ensures proper governance is in place to best meet project objectives
    Balance the trade-off of the triple- constraint (time, cost and scope) to realize the expected business value.
    Evaluates strategic options and alternatives for delivering or offering services in a more efficient or cost effective manner.
    Builds customer relationships with the clear expectation to deliver follow-on business or identify opportunities within an account. Deals with difficult issues at the customer and finds win-win solutions for both Customer and SAP.
    Proactively identify changes in work scope and ensure appropriate planning measures are taken with internal and external stakeholders to reassess and amend the scope of work requirements, budget and timeline.
    Manage the financial aspects of the project: budgeting and estimate to actual variance.
    Analyze risk, establish contingency plans ad identify trigger events and responsibilities for initiating mitigating action.
    Communicate and/or escalate project issues early to account management and delivery management.
    Determine what constitutes successful closure for all parties. Gain acceptance and sign-off by all parties when closure is attained.
    Plan and execute formal Quality Gate process following the Q-Gate approach in ASAP methodology.
    Proactively manage project stakeholder satisfaction to position and secure customer reference and success story.
    Coaching and Mentoring
    Perform Project Management Reviews and mentor project managers on project management methodology, standards and processes.
    Coach to clarify assignments and deliverables to project team; review quality of work and manage integration of team members’ work; provide performance input to project team members’ functional management.
    Takes responsibility from time to time as team lead and supports respective line manager(s) in people development tasks
    Knowledge Management
    Maintain project documentation and updates to relevant knowledge management bases; analyze lessons learned and share with the organization’s project management community.
    Participate in the development of project management best practices.
    Excellent understanding of SAP solutions and of the consulting business processes and functions.
    Highly developed business acumen.
    Liaison and consultative skills: negotiating skills within a context of high political sensitivity and conflicting interests.
    Strong writing, mentoring, decision making, communication, and meeting facilitation skills; ability to utilize a combination of formal authority and persuasion skill sets.
    Ability to train and mentor project managers or teams in project management methodologies.
    Knowledge of the strategic and operational issues of the project management business unit.
    A clear vision of what determines a successful project for the customer and for the enterprise.
    Knowledge of and competency in project management processes including planning tasks, resource allocation, risk management, time management, financial management, HR management, quality management, monitoring and reporting, documenting and record keeping.
    Adaptability and flexibility to manage deadline pressure, ambiguity and change.
    Strong leadership, organizational and interpersonal skills; the ability to work well with people from different disciplines with varying degrees of technical experience; competence in clear concise and tactful communication with senior executive management, clients, peers and team members
    Work Experience
    5 – 7 years of project management experience in large scale, high risk, or strategic projects.
    3 – 5 years of supervisory or coaching experience in teambuilding and leading teams.
    Some level of international implementation experience required
    Management experience in managing medium size teams
    Management experience of medium to large size and multilayered teams is desirable
    Management of remote resources (global delivery or distributed organization)
    P&L of LoB in medium to large organization is desirable
    Cultural awareness and experience working across different cultures and nationalities
    Strong leadership and people management skills are desirable
    Leading in matrix organization and without formal authority a plus
    Education And Qualification / Skills And Competencies
    Demonstrated experience leading cross functional teams within a formalized methodology.
    Demonstrated expertise in creating and maintaining project deliverables such as, project charter, project management plan, status reports, project timesheets, communications plan, budget and schedule.
    Demonstrated experience in managing issues, scope and quality while bring projects to successful completion within the cost and time requirements.
    English: Fluent
    Required undergraduate university degree, preferably in commerce, engineering, information technologies or equivalent training and job experience.
    Master’s degree, preferably in commerce, engineering, information technologies or MBA an asset

    Apply via :

    jobs.sap.com

  • Account Executive Transportation & Logistics

    Account Executive Transportation & Logistics

    PURPOSE AND OBJECTIVES
    The Account Executive Expert leads the sales efforts across all lines of business for large, multi-national, strategic customers – orchestrating all SAP parties around a single, clear, multi-year Account strategy. The Account Executive Expert will manage the customer relationship as a long-term P&L business, rather than an opportunity, delivering consistent, predictable and sustainable revenues.
    EXPECTATIONS AND TASKS
    Orchestrates account strategy, incorporating Software, Services, Support/Maintenance, Partners and Channels
    Integrates all customer- facing functions to achieve tighter, more profitable business plans, more cohesive interaction with the customer and increased customer satisfaction
    Completes long-term technology and business strategy planning with the customer
    Innovates with marquee accounts and identifies co-innovation opportunities
    Develops long term c-level relationships, strong governance, and top-to-top partnerships
    Expands SAP Footprint
    Drives revenue growth in all LOBs
    Creates barriers to entry for competitors, protecting SAP’s customer base Drives adoption of premium support services
    Mitigates risk (customer and SAP) through adoption of PCN methodologies/programs and Account Management best practices
    Provides leadership to Value Management and Value realization Consults On-site on all SAP Programs and higher adoption of ROL Solutions Provides high touch account management throughout software lifecycle
    Consults On-site on all SAP Programs and higher adoption of ROL Solutions
    Provides high touch account management throughout software lifecycle
    Education And Qualifications / Skills And Competencies
    Bachelor’s or Master degree
    Work Experience
    10+ years of business experience in Sales or Consulting with complex business software / IT solutions
    5+ years of deep industry/domain expertise
    5+ years of Large Account Management experience / leading account teams Strong knowledge of the complete SAP offering (including Service and Support)
    Several years as (Associate) Partner at System Integrator (e.g. AC)
    Several years of Business Consulting Management or Value Engineering Several years of large Account Management
    Exceptional communication skills

    Apply via :

    jobs.sap.com

  • Account Executive Expert – Teamlead

    Account Executive Expert – Teamlead

    Sales

    Responsible for selling SAP’s products and solutions and certain partner solutions with a focus on East Africa but a portfolio across the SAP Emerging Africa territory. Responsible for building and maintaining relationships with SAP’s customers, prospective customers, partners — and for maintaining customer satisfaction. Identifies opportunities and generates demand where SAP’s capabilities as an integrated solution addresses a customer’s business need.
    Supports efforts to ensure solutions are adopted and value is realized. Responsible for the continuity and expansion of the customer’s ongoing business with SAP. Focused on named existing and/or prospective accounts. Maintains customer relationship and influences customers’ requirements’ specification.
    The role-owner will carry a quota.

    Accountability

    manages portfolio of own accounts and assigned sales territorry, as well as indirectly the territory of the Emerging Africa Industry Sales team
    ensures business critical & innovative results
    ensures that goals and milestones are met and approved budgets are managed appropriately
    manages escalation appropriately
    tracks single project budget line – and teams’ budget
    builds strategic partnerships with key decision makers in customer & partner organization
    Includes team lead and supervisory responsibiities

    Complexity

    manages customer engagements of high volume and of high risk/complexity
    provides regular project status and updates

    Experience

    sound professional experience
    deep knowledge of project management skills
    depending on LoB has a PMI, Six Sigma or equivalent certification
    if in Six Sigma has black belt

    Communication

    represents SAP to customers’ – is responsible for delivery of quality outcomes of projects of high volume or high risk
    represents SAP to customers
    finds common ground for cooperation within project team
    formulates clear project plans incl. mile stones, timeline and sub projects
    communicates messages relevant for project in a timely manner and with constructive feedback to project team
     captures opinions and expectations of stakeholder and communicates them to the project team

    Key Responsibilities & Tasks

    The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers with a focus on East Africa but a portfolio across the SAP Emerging Africa territory. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
    Besides the role as individual contributor, the Account Executive shall also act as a team lead and representative in the Large Enterprise/Industry sector on behalf of the Head of Emerging Africa. This part shall include a supportive and coordinative aspect to support the senior individuals we have across the three key hubs in Emerging Africa: Kenya (overlooking East Africa), Nigeria (overlooking West Africa) and Angola (overlooking Lusophone Africa).
    Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

    Annual Revenue – Achieve / exceed quota targets.

    Sales strategies- Align SAP Cloud /SaaS solutions with the customer’s strategic objectives – Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
    Trusted advisor – Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
    Customer Acumen – Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
    Territory and Account Leadership – Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
    Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
    Demand Generation, Pipeline and Opportunity Management
    Pipeline planning – Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
    Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
    Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al). Demonstrate early adoption of all new solutions and strategies.
    Advance and close sales opportunities – through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
    Support all SAP promotions and events in the territory – take an active, sales leadership role in SAP events.

    Sales Excellence

    Build and share best practice sales and negotiation skills.

    Sell value.

    Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
    Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.

    Utilize best practice sales models.

    Understand SAP’s competition and effectively position solutions against them.
    Maintain CRM system with accurate customer and pipeline information.
    Leading a (Virtual) Account Team

    Mentor Associate /Senior Account Executives.

    Demonstrate leadership skills in the orchestration of remote teams.
    Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
     Team Lead and Central Coordinator for the Industry Account Executives in Emerging Africa

    Experience & Educational Requirements

    Experience & Language Requirements
    15+ years of experience in sales of complex business software / IT solutions
    Proven track record in business application software sales.
    Experience in lead role of a team selling environment.
    Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
    Exceptional contractual and negotiation skills.
    Manager-experience and experience in the field of ‘leading without authority’.
    Business level English: Fluent
    Local language: Fluent, Business Level

    Education

    Bachelor equivalent: yes

    Apply via :

    jobs.sap.com

  • Solution Advisor Associate – SAP Academy for Customer Success

    Solution Advisor Associate – SAP Academy for Customer Success

    Who you’ll become
    Solution Advisor Responsibilities:

    A Solution Advisor works with our customers and prospects to help them solve organizational challenges and meet their business objectives using SAP solutions. As a part of the sales team, a Solution Advisor is responsible for the technical aspects of the sales cycle. A Solution Advisor provides deal support by participating in discovery sessions, executive meetings and presentations and ultimately will deliver software demonstrations that help the customer understand SAP’s unique value proposition. In addition to deal support, the Solution Advisor will participate in marketing events, will lead Design Thinking sessions, and collaborate with the broader sales team to identify whitespace opportunities at existing accounts.

    As a Solution Advisor within the SAP Academy for Customer Success, you will be responsible to: 

    Successfully complete a 12-month program that strengthens a foundation for a successful customer-facing career at SAP.
    Participate in experiential learning opportunities with colleagues from all over the world and acquire a wide variety of business, industry and SAP solution skills while working with emerging and cutting-edge technologies.
    Receive on-the-job training under the mentorship of a senior Solution Advisor colleague while working with our customers to gain real world experience and acquire the skills necessary to help guide our customers through their Digital Transformation journey.   

    The program will enrich your knowledge of SAP as well as give you the professional experience to be ready to serve our customers. We offer full-time employment from day one with practical learning application for your role.  After successful completion of the program, you are expected to lead customer discovery sessions and survey activities to uncover business challenges and opportunities for innovation. You will create and deliver high impact and engaging software demonstrations that compel the customers to select SAP over other competitive offerings. You will also provide demand generation support through marketing events and deal execution support by responding to request for proposals. Solution Advisor roles in scope: Industry Specialists, Enterprise Architect, Innovation Principal.
    What you’ll bring

    Up to 3 years’ work experience in a sales/solution advisor/customer-facing environment in a technology company OR in a role with significant exposure to software/technology solutions.
    Multi-dimensional experience: global experience, leadership role, athletics, entrepreneurial/self-starter, volunteerism, music.
    Strong communication skills including fluency in English and local language.
    Proficient interpersonal skills including passion, curiosity, collaborative working style, effective listening skills, professional presence, and empathy.

    Apply via :

    jobs.sap.com

  • Senior Analytics Presales Specialist

    Senior Analytics Presales Specialist

    Role Description

    The Presales Specialist possesses advanced knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy. A Presales Specialist interacts with prospective customers through discovery conversations, product solution demonstrations, executive presentations and follow-up discussions.

    EXPECTATIONS AND TASKS

    Deal Support

    Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP, and leave a strong and positive impression to audiences which can include senior company executives.
    Prepare and deliver value-based software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing and compelling customer presentation.
    In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
    Demonstrate deep knowledge of SAP solutions and appropriate industries in order to maintain credibility with prospective customers.
    Provide proof points with relevant customer stories.
    Support RFx completion in support of customer proposals.
    Ability to effectively present to customers “remotely” using virtual technologies (MS Teams and Zoom).
    Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition.

    Demand Generation

    Support one-to-many sales and marketing events both on-site and remotely.
    Support Design Thinking workshops to promote new and innovative solutions for customers and prospects.

    Work Experience

    2+ years of presales experience
    2 to 5 years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
    Demonstrates 3-4 successful engagements leading small teams on small-mid-sized deals
    Extensive knowledge/expertise on end to end processes/solution matching
    Experience in sales and sales processes
    Excellent presentation and communication skills
    Experience with any SAP software including: SAP ERP, SAP S/4HANA, SAP HANA, SAP Business Planning and Consolidation, SAP Business Warehouse, SAP Business Objects, SAP Analytics Cloud and SAP Data Warehouse Cloud preferred.

    Education And Qualification / Skills And Competencies

    English: proficient
    Business level local language: expert
    Bachelor equivalent: minimum requirement
    Master equivalent: optional

    Apply via :

    jobs.sap.com

  • Partner Business Manager

    Partner Business Manager

    What We Offer

    Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

    The VAR Partner Business Manager (PBM) is a field-based T4 level (or higher) employee that leads partners in a geography (MU or Cluster). The PBM maintains executive level engagement with each partner and is responsible for proactively developing the partner’s SAP business by securing investments for packaged cloud IP development “powered by SAP”.

    The PBM must be seen as a board-level trusted advisor by each partner. By defining a 3-5 year plan mutally with each partner executive team that sets out the business case(s) for SAP investments the PBM develops a long-term engagement that will ensure compelling, packaged SAP-powered solutions are brought to market by each partner.

    The PBM leads and orchestrates the partner engagement and is responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.). It is expected that each multi-year business plan demonstrates how the partners SAP practise will grow at 2.0x the prevailing MU GB growth rate for each metric each year of the plan, i.e. ACV, LFR or ARR. Additionally the PBM is expected to deliver performance close to plan.

    The PBM must secure meaningful change.

    Key Responsibilities – Partner Business Manager

    Strategic Value and Business Development

    Responsible for the holistic management and representation of the Partner to SAP, and for proactively leading and developing the partner following a disciplined business planning process to expand their partner’s business with SAP.

    Understands the partner’s financial structure and key drivers which influence their business and decisions and is able to develop complex business cases affecting identified KPIs that result in investments in SAP technology resulting in future sales. The PBM should be able to articulate with evidence the regular “board pack” that is reviewed by the board of their partners.

    Explains economic trends and using self or SAP experts industry knowledge to support the partner’s investment in developing the SAP business and to gain trusted advisor status

    Proactively develops active and long-term partner relationships across all executive roles in the partner and keeps up to date with all changes to the partners’ organization as well as with the changing environment at SAP

    Understands and articulates the SAP corporate strategy both at a long-term strategic level but also in terms of the customer value proposition and the partner value proposition including partner economics, advise the partner on investments into various solutions as appropriate, using available SAP experts.
    Ensure a named SAP executive sponsor is aligned to the CEO or equivalent of each partner and that this executive engagement is leveraged to secure investment and/or remove blockers.

    Develops and drives effective mutual annual business planning with partner to ensure proper planning and execution of agreed initiatives. Orchestration of others within SAP to ensure completion of IP development activities, sales & marketing campaigns and that partner is fully sales & technically enabled as required.

    Fully documents investment and expansion plans aligned to multi-year strategic plan
    Holds partners accountable and can demonstrate results and ROI on agreed initiatives, i.e. packages in development, marketing leads generated, deals closed, etc…

    Partner Demand Generation and Pipeline Creation

    Responsible for the pipeline developed by & with a portfolio of partners. Leading the partners to ensure appropriate 4x coverage of expected revenue. Holding others within SAP and the partner to account to ensure agreed demand generation activies are executed and opportunities Dela Registered promptly.

    Works with partner teams and SAP team (MU GB Head, MU Channel Head, Territory Managers, marketing & DDE teams) to develop a comprehensive annual Pipeline Development plan.
    Guides partner’s demand generation plans to align with SAP’s current go-to-market messaging;

    Influences partner and SAP marketing to effectively utilize allocated marketing budget within partner or SAP and partner MDF
    Orchestrates the team (marketing & PSA) to ensures partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs
    Tracks and measures the return on investment (ROI) on the partner’s documented demand generation activities
    Holds SAP sales staff to account for timely response and compliance with channel operations polices.

    3 . Hold relevant SAP leadership accountable for ensuring that territory owners mutually plan their territories as appropriate and execute against the plan.

    Overall: Revenue Generation and Leadership

    Responsible for sales of SAP subscription and/or software licenses with and through partners. The PBM owns the yearly budget for each portfolio of partners, coordinating activities of iPBM where present. Opportunities & quarterly targets reside with the sales team(s).

    Orchestrates the team to drives partner execution to revenue commitments to SAP. Reports progress to partner & SAP executives as required.
    Orchestrates the team to ensure partners are trained on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses.
    Orchestrates the team to develop partner’s sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits. By specific engagement of the Solution Sales team to expedite partner success of newly adopted SAP solutions.
    Develops strategies and creates engagements that help partner develop relationships as necessary with other partners of the SAP Ecosystem such as PE Build or PE Service such that the transacting partner is able to broaden its offering to the market. Be able to demonstrate the impact of such approach against relevant KPIs.
    Leads & orchestrates SAP teams (Account Executive, Commercial Sales Executive, General Business Sales Executives, Digital Demand Executive, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes. Monitor to ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.).
    Must ensure that partner has delivery & support capacity to support revenue objectives. Orchestrates others such as PSD to ensure relevant enablement, certifications and similar are in place or proactively resolved.
    PBM to regularly review business status with partner and able to provide oversight of partner pipeline to senior SAP MU leaders as required. It is expected that SAP sellers shall have their own updates through mutually working each sales opportunity. PBM should have more detailed knowledge of top 3 opportunities in each partner and be able to provide a “partner view” of each opportunity upon request. For all partner business they should orchestrate functions including iPBM, PSD (for PCoE, enablement & authorisations), AR for credit blocks and others to remove any issues.
    PBM to hold partner to account in case of poor or delayed responses to reasonable enquiries for sales information. PBM to hold SAP sales to account to same.
    In case of unethical behavior or breaches of channel operations policy or law the PBM will immediately challenge relevant sales leadership and escalate to GB lead. If no action with 48 hours or incorrect action escalate to regional Ecosystem Head within a further 24 hours.

    General Partner Management

    The PBM is responsible for leading the engagement with each partner and he/she should proactively orchestrate other functions such as iPBM, PSA and Solution Centre to ensure all aspects of the engagement exceed minimum requirements. The PBM should not necessarily “do” but the PBM must orchestrate and ensure action.

    Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Chanel Operating Policies.

    Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio
    Ensures partner’s sales force become experts on delivering relevant joint value propositions
    Guides partner to work effectively within SAP’s Go-to-Market strategy specifically packaged IP.
    Ensures via PSA that PartnerEdge requirements are met and that PSA is taking corrective action as necessary.
    Diagnoses and prescribes corrective action for underperforming partners
    Ensures that partners – and SAP teams – operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met.
    Coordinates SAP team members to communicate key partner changes, e.g. new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. — to relevant SAP systems and teams (e.g., PRM, ISE’s, Account Executives)
    Proactively provide professional preparation and leadership of partner/SAP meetings. A partner briefing must be prepared for every meeting of a SAP exec with any partner.

    Experience And Language Requirements

    10 – 15+ years working experience in the software industry
    10+ years in a Partner Business Management equivalent role
    Excellent internal & external executive level engagements must be demonstrated
    Solid underatanding of and abiltiy to make decisions based upon business financials including Balance Sheet, Profit & Loss Account must be demonstrated.
    Capable of developing complex business plans supporting partner investment in SAP and SAP invesment in partner.
    Partnering and sales leadership skills must be demonstrated.
    Relevant experience in cloud
    Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
    Strong analytical competencies
    Effective communication and presentation skills
    High energy – brings innovative ideas to the team and champions best practices
    Proven capability to work in a team and collaborate; with independent accountability
    Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
    Business level English: yes

    Education

    Bachelor equivalent: preferred
    Master equivalent: preferred
    MBA / PhD: no

    We are SAP

    SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

    Our inclusion promise

    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 and more equitable world.

    SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

    Apply via :

    jobs.sap.com

  • General Business Sales Executive

    General Business Sales Executive

    What We Offer

    Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

    Role Description

    The General Business Sales Executive is responsible for focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with (i)PBMs and ISEs. The GBSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.

    EXPECTATIONS AND TASKS

    Solution/ Industry specialized Business Development

    Aligns with PBMs on Partner Business Planning for the territory covered; helps to identify opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.)
    Supports the creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI achievement
    Assists in coaching partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Helps to ensure a high conversion rate from pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business. Be familiar with the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
    Supports the enablement of the partner to independently drive business with the following resources:
    Partner demand generation plan to build a business pipeline
    partner competency plan to ensure partner resources are trained on the latest solution and sales content,
    partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
    presales coaching plan for existing and new partners
    Generally will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics.
    Helps to monitor the effective and appropriate use of SAP assets (i.e., Presales).
    Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

    Work Experience

    Minimum 3-5 years experience in Sales
    Knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory, ByDesign, BA&T, B One, BAiO or in a certain industry
    Knowing or having successful experience in multi channel go to market models
    Understanding the principles of solution selling through Partners
    SME Channel Experience

    Education And Qualification / Skills And Competencies

    Bachelor equivalent: yes
    Master equivalent: yes
    Knowledge and understanding of Indirect channel dynamics
    Knowledge of ERP market
    Local market knowledge and understanding
    Business level English: yes
    Business level local language: yes

    Apply via :

    jobs.sap.com

  • Finance Manager

    Finance Manager

    What we offer
    Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!
    The Local Finance Manager role reports to the Africa Market Unit Chief Finance Officer (CFO). The incumbent is in charge of all key finance processes for the Kenyan SAP East Africa legal entity with its activities in the East Africa territory. 
    Key responsibilities includes.

    Act as a trusted business advisor to the Local Managing Director and leadership team on all key and strategic finance related topics.
    Work closely with other finance related functions including Local Chief Accountant (LCA) organization, Controlling, treasury, Revenue recognition, collections, shared service centers to drive viability of the organization.
    Very close collaboration with the Local Finance Manager global team and GFSS
    Support of the global finance strategy as local finance representative
    Support with customer facing negotiations when requested during pre and post sales cycle to drive faster deal closures and customer satisfaction.
    Proactively and innovatively drive business solutions to specific market related challenges including key government policies that will impact the business.
    Participate in Forecast calls with aim of ensuring the deals forecasted do not have unexpected issues linked to Financial matters
    Support Account Payables by ensuring payment proposals are correct and ad-hoc/urgent payment requests are adequately addressed.
    In collaboration with Treasury, ensure accuracy of cash forecast and adequate liquidity for the local company
    Support the Local Tax Manager on tax related matters as may be requested from time to time.
    Review the balance sheet and P&L accounts and the related postings for accuracy.
    Manage local statutory and tax audits in close collaboration with the Local Chief Accountant (LCA). 
    Work closely with Legal department on all regulatory topics of the local entity.
    Periodically in collaboration with Controlling team, review and provide P&L analysis to the country leadership and provide advisory.
    Support budgeting process by evaluating budget requests and prioritization thereof.
    Support and manage cash collections escalations. Evaluate deals for concessions and carve out risks in line with EHF policies. Support with evaluation of customer payment assessment.
    Act as signatory to bank accounts and manage bank relationship including managing the company corporate card program.
    Develop and deepen key business relationship with external customers.
    Act as finance representative in key meetings both internal/external as required.
    Any ad-hoc requests/duties assigned by the line manager.

    Work Experience

    More than 5 years in a Finance or business operations related role.
    Degree in Finance, economics or business-related course and/or qualified accounting qualifications.
    Deep understanding of commercial contracts and proven experience in providing customer facing business solutions.
    Experience working with C Level Executives and regulatory authorities.

    We are SAP
    SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.
    Our inclusion promise
    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 and more equitable world.
    SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com

    Apply via :

    jobs.sap.com

  • SAP Academy for Sales: Account Executive – Kenya

    SAP Academy for Sales: Account Executive – Kenya

    What We Offer

    Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

    Are you self-motivated with an entrepreneurial spirit? Are you passionate about building relationships? Would you thrive in a role where you drive and develop customer accounts in a fast paced, technology space for one of the world’s most valuable brands?

    The SAP Academy for Sales is a world-class training program that develops our next generation sales force by delivering an energizing and inspiring experience within a globally diverse environment. For 2022, the dynamic nine-month program builds a foundation for a successful career at SAP. The program facilitates multi-dimensional, experiential learning with a focus on digital transformation, global intelligence, human skills, business and technology acumen, solution/industry knowledge, and strategy/tools/process.

    During the program, you will receive onboarding in your local market, innovative classroom-style learning in a virtual environment delivered by a full-time faculty combined with on-the-job training and mentoring by Senior Account Executives in the field. Upon successful program completion, you will move into a direct customer-facing sales role in your market and continue to receive mentoring and coaching support to accelerate your growth.

    Join us for the opportunity of a lifetime, to develop a global peer network, partner and engage with customers to help solve their unique business challenges, and leverage world-class cloud-based products and services, all while earning a great salary and benefits.

    Education And Work Experience

    Successful completion of a Bachelor or Masters’ degree.
    2-3 years’ work experience with a proven record of customer facing sales success and direct quota-carrying experience.
    Strong communication and presentation skills including fluency in English and local language.
    Strong Business Acumen including demonstrated knowledge of business process and/or industries.

    #SAPAcademyforSales #SAPAcademyforSalesandPresales

    During the extraordinary time of the COVID-19 pandemic, current temporary SAP guidance requires all employees to work from their homes. If, as of the intended March 2022 start date of the 2022 program, SAP’s work from home guidance is still in effect, participation in the program will be on a virtual basis from your current home address until further SAP guidance is provided.

    Upon selection into the sales academy, you will be aligned to a specific market unit or specific solution in license sales or aligned to Services Sales based on the needs of the business.

    We are SAP

    SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

    Our inclusion promise

    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 and more equitable world.

    SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

    Apply via :

    jobs.sap.com