Website: Website www.go.sap.com

Requisition ID: 218191Expected Travel: 0 – 10%Role DescriptionAccount and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

Annual Revenue – Achieve / exceed quota targets.
Sales strategies – Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
Trusted advisor – Establishes 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 – Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
Business Planning – Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand VE, benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and VE leadership to deploy tools effectively.

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)
Advance and close sales opportunities – through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.
Support all SAP promotions and events in the territory

Sales Excellence

Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in 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.
Understand SAP’s competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.

Work effectively with a (Virtual) Account Team

Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.
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.

Work Experience

5+ years of experience in sales of complex business software / IT solutions
Proven track record in business application software sales.
Experience in a team-selling environment.
Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.

Education And Qualifications / Skills And Competencies

Business level English: Fluent
Local language: Fluent, Business Level
Bachelor equivalent

What You Get From UsSuccess is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

Requisition ID: 218212Work Area: SalesExpected Travel: 0 – 100%Career Status: ProfessionalEmployment Type: Regular Full TimeRole DescriptionThe General Business Sales Executive is responsible for focusing on complex sales engagements primarily in Uganda, Rwanda and Tanzania, 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; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).
Responsible for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.
Coaches 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. Ensures 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 an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
Enables partners 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. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)
Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
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 7 years experience in sales & indirect sales
Profound knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory,

ByDesign, BA&T, B One, BAiO, Cloud or in a certain industry

Knowing or having successful experience in multi channel go to market models
Understanding the principles of solution & cloud selling through Partners
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

Education And Qualification / Skills And Competencies

Bachelor equivalent: yes
Master equivalent: yes

What You Get From UsSuccess is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.SAP’S DIVERSITY COMMITMENT To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.If You 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 (AmericasSAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 182162Work Area: SalesExpected Travel: 0 – 30%Career Status: ManagementEmployment Type: Regular Full Time
ROLE DESCRIPTION:
As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
Responsible for building and leading a world class team that will sell SAP’s solutions via aggressive and value-based market penetration strategies.
EXPECTATIONS AND TASKS:

Recruits a team of high caliber sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability.
Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long term achievements.
Develops and applies an in-depth understanding of SAP’s processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan.
Demonstrates outstanding execution track along sales cycle, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth.
Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
Ensures there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.
Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful.
Supports the development of solid references.
Drives team towards expected market penetration and customers/partners satisfaction levels.
Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of sales cycle and driving expected results.
Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
Drives each sales team member toward expected quarterly and annual sales objectives.
Facilitates alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
Facilitates individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
Effectively manages remote resources, dedicating quality time and leveraging company’s resources.
Embraces GCO Sales University, leveraging available tools and supporting people training initiatives.

WORK EXPERIENCE:

15+ years of experience in sales of complex business software / IT solutions
Proven track record in business application software sales.
Experience leading/managing in a team selling environment.
Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market.
Demonstrate success negotiating complex contracts.
Demonstrated knowledge on consultative selling methodologies
Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
Business level English: Fluent
Local language: Fluent, Business Level

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
Bachelor equivalent
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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).
Successful candidates might be required to undergo a background verification with an external vendor.
Additional Locations: 

Job Segment: Sales Management, ERP, Software Sales, Manager, Sales, Technology, Management

Job description
Requisition ID: 178404
Expected Travel: 0 – 10%
Career Status: Professional
Role Description
The primary purpose of the Senior Solution Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Senior Solution Sales Executive must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Senior Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Solution Sales Executive will develop an opportunity plan containing the value proposition for all of SAP’s targeted line of business solutions (CRM, HCM, SCM, GRC, EPM, Business Intelligence, etc.) and services to potential customers & prospects in that territory. It is expected that the Senior Solution Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team.
Expectations And Tasks

Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead
Works with VAT team on sales campaigns
Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
Works to attain various sales objectives related to securing new business opportunities within named customers
Develops sales best practices securing repeatable and expansive opportunities across named accounts

Work Experience

5+ years of experience selling business software and/or IT solutions
Experience selling to CXOs
Proven track record in target achievement

Education And Qualification / Skills And Competencies

Bachelor’s degree in related fields (Business / Engineering or Technology)
Completion of Sales Methodology training preferred
Communication skills
Teamwork & Collaboration
Presentation skills
Sales Product Solution Knowledge.

SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
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
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.

Job description
Requisition ID: 180781
Expected Travel: 0 – 20%
PURPOSE AND OBJECTIVES
The primary purpose of the Senior Solution Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Senior Solution Sales Executive must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Senior Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Solution Sales Executive will develop an opportunity plan containing the value proposition for all of SAP’s targeted line of business solutions (CRM, HCM, SCM, GRC, EPM, Business Intelligence, etc.) and services to potential customers & prospects in that territory.
EXPECTATIONS AND TASKS
In That Capacity

It is expected that the Senior Solution Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team.
Works with the Sales Manager and team to develop and execute programs to drive pipeline & close dealsWorks with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead
Works with VAT team on sales campaignsLeads efforts to establish, develop, and expand market share and revenue attainment within named accountsWorks to attain various sales objectives related to securing new business opportunities within named customersDevelops sales best practices securing repeatable and expansive opportunities across named accounts

Education And Qualifications / Skills And Competencies
Bachelor’s degree in related fields (Business / Engineering or Technology)
Work Experience

5+ years of experience selling business software and/or IT solutions Experience selling to CXOs
Proven track record in target achievement

SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company