ROLE DESCRIPTION:
Service Account Managers (SAM’s) work closely with the SAP License organization, SAP Delivery counter-parts, customers and partners to ensure the overall success of the sale and implementation of SAP solutions, and are expected to significantly contribute to the overall success of the customer relationship.
EXPECTATIONS AND TASKS:
Responsible for one or more strategic customers
Be a Trusted Adviser and “Talk Business”
Deal with LOB, Executive Level
Establish powerful long term relationships
Orchestrate and be integral to the Virtual Account Team
Sell / Organize sales of the complete portfolio
To Achieve Our Vision (Innovation)
P/L responsibility for all consulting projects in the relevant customer
Sponsor of projects
Effective management of the relevant partners
WORK EXPERIENCE:
7-9 years’ experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management
Treating customers and colleagues with respect, fairness and consideration
Ethics
Setting Personal Objectives
Self-Awareness (knowing yourself – your strengths & your weaknesses)
Drive -The approach that brings intensity, pace, sharpness to the working life. The mindset to keep active & makes things happen.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Bachelor or Master’s Degree
English: Fluent
Website: Website www.go.sap.com
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Service Account Managers (SAM’s) Expert
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General Business Sales Executive
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 the 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
The market focus will be Tanzania.
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. -
Business Manager-Consulting
Role DescriptionAs 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.Expectations And TasksTransformational Leadership
Communicate a clear vision of the future: discuss, explain and actively promote the vision within own team, to peers and customers
Motivate through inspiration and mobilize teams: create a comfortable working environment, establish an atmosphere for discussions, seek for feedback and call for people’s opinions
Set demanding goals and empower accountability to execute on the mission: derive clear and challenging targets from the level upon plan, assign targets and set priorities, encourage people to take ownership, be there when necessary to decide, to backup or to help refocus
Actively establish relationships characterized by mutual respect and trust: stimulate individuals to broaden and make use of their network, respect different opinions, diverse cultures and values, work to overcome organizational boundaries and silo thinking, do not accept knowledge hiding
Encourage people to continuously question the status quo and activate their creative and innovative skills: stimulate individuals to think outside established solutions and processes, invite the team to learn from everything, accept failing investments, think and act lean
Coach people on their individual development and career opportunities and act as a mentor: support team members and mentees in development planning and fulfilment, act as coach and guide for individuals to find their right career track, turn active if individuals are passive on their development
Show passion on the job: act as a role model for the team, show authentic behaviour, pride and enthusiasm in the own job, demonstrate best practices and encourage team members to share own experiences, celebrate success, promote SAP as a great place to work
Other Management Tasks
Active support in entire Sales and Delivery Engagement
Ensuring realization of the sector margin targets (consulting)
Structure, development and effective management of a strong consulting team in the Regions and SAP Consulting
Visions, analyzes, prioritizes facilitates and manages practice activities on a national scale
Develop and manage practice growth and skill sets
Lead knowledge management initiatives regarding the development and use of intellectual property
Support knowledge sharing initiatives (i.e. Focus Groups, FSP Moderators, Mentoring, Education, etc.)
Managing related budgets & distribution of IO to consultants for practice mgmt initiatives
Consulting Liaison for Ramp Up/IBU – ensure consulting related KPIs are met
Realization of Region Deliverables including Customer Sat
Supply, Demand and Forecast (skill gap planning) Management
Resource allocation management of Field Services assignments
Coordination of project staffing in close contact with Management
Advanced Event Management
Liaison with Field Services Organization
Harmonize decisions across multiple opinions across competing organizations
Support Field Service Related Systems and other Internal systems (i.e. Portal and servers operating)
Responsible for managing internal projects
Identifying of training needs for strategic areas
Financial Management Reporting based on Utilization, Forecast, and Budgeting
Consulting Services Definition & Maintenance
Forecast Management
Partner Management
Work ExperenceFunctional Experience
Min. 2 years experience in a Senior or Expert position in the operational business
Ability to drive execution within area of responsibility and experience in aligning cross-topic objectives & approaches
Experience in strategic thinking and conceptual design of complex projects & programs
Solid knowledge in a SAP solution and respective industry business process understanding
Experience in customer interaction
Managerial Experience
Experience in leading virtual teams cross-border
Experience in decision making within own area of responsibility / project
Education And Qualification / Skills And Competencies
Final degree (e.g. business administration, psychology, economics, computer sciences) or equivalent work experience
English: Fluent -
Executive Assistant
PURPOSE AND OBJECTIVESThe Executive Assistant is responsible for directing, managing, and overseeing daily administrative operations for the Managing Director (MD). The Executive Assistant is also responsible for the central coordination of all administrative activities and ensures that information flows to and from the MD in a timely, efficient and professional manner.EXPECTATIONS AND TASKS
Provide high-level support services to the MD; including managing, organized manner, coordinating and maintaining calendar, correspondence, meetings, conferences, mail, email and phone messages.
Manage MD’s schedule, including making travel arrangements. Schedule appointments and read/respond to correspondence as agreed to by management. Provide information to managers, co-workers, customers, partners, vendors and prospects in a professional and disciplined manner.
Help manage charge/cash expenses, including generating expense reports and compiling all receipts in a timely fashion in accordance with approved T&E policies and procedures.
Maintain distribution lists, generate purchase orders and coordinate mass-emails.
Assist in relationship building and team closely with all staff to help facilitate communication in a timely, productive, and well organized manner.
Written and verbal communication on behalf of the MD (writing letters, answering phone calls, and serving as a representative when/where required).
Handle sensitive and confidential information with tact and diplomacy, using good judgment, discretion, and professionalism.
Offer suggestions for better organizational effectiveness and process efficiencies.
Support SAP events and strategic customer/prospect/partner/vendor/ meetings, as requested and approved by SAP Executive management.
Back up other senior executives as required as part of team member responsibility to other senior executives and their assistants.
Assist with all other administrative and personal duties as assigned.
Education And Qualifications / Skills And Competencies
Facilitate business by understanding internal processes; demonstrate resourcefulness in solving problems and gathering requested information.
Execute in a reliable, responsive, courteous, professional and proactive manner. Apply a customer service approach to all tasks.
Demonstrate consistent excellence in the areas of attention to detail, thoroughness and accuracy.
Exhibit excellent time management skills including the ability to prioritize and manage the flow of information.
Display and exercise professional judgment, discretion and decision-making skills.
Embrace best practice sharing, build virtual relationships and develop internal network and connectivity.
Display excellent interpersonal skills across diverse groups of people, with ability to interact effectively and professionally with individuals at all levels, including staff, Board and Executive Committee members, and other stakeholders.
Be a team player with a positive, can-do attitude who demonstrates patience and flexibility.
Possess ability to manage multiple tasks with shifting priorities and meet deadlines.
Strong written and verbal communication skills.
Manage a great deal of information, tasks, and relationships without getting overwhelmed.
Independent worker and thinker who also possess the ability to ask questions to better define projects.
Maturity and grace at managing complex relationships and interactions with diverse groups of people.
Tenure at SAP a plus; High School Diploma required, BA or equivalent is preferred.
Work Experience
Minimum of 6 years association/administrative experience with proven progression in positions held. Prior experience working directly with Senior level Executives preferred.
Proficiency with MS Office Applications: Outlook, Word, spreadsheets XLS, graphics PPT, databases); update and maintain internal systems (I.eCRM/ISP/EBP) as necessary
SAP’S DIVERSITY COMMITMENTTo 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 (AmericasSAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.Additional Locations: Virtual – Kenya -
Account Executive – Financial Services
PURPOSE AND OBJECTIVES
The primary goal for the Financial Services Account Executive (AE) is to achieve his/her quarterly revenue goal for a specific portfolio of target customers and prospects in the Financial Services industry. The AE is responsible for developing and driving account strategy, for identifying and qualifying opportunities, and for executing the sales cycle of his/her account to closing.
The AE cooperates with various SAP teams on positioning and delivery of complex proposals to customers, and proactively builds successful relationships with SAP strategic partners. He/She develops an opportunity plan leveraging the value proposition of all of SAP’s solutions and services relevant to the customers and prospects, in close cooperation with teams from Presales, Services, Support, Product Management, Strategic Partners, etc. It is expected that the AE creates and nurtures Executive relationships while positioning the SAP Executive team to assist.
EXPECTATIONS AND TASKS
Directly interact with customers and prospects to position the value of SAP’s Solutions and Services as supported by ROI, business case development, references, and supporting analyst data.
Pursue professional and personal development to ensure adequate knowledge of the markets and industriesSAP serves as well as the products and services SAP provides.
Coordinate with the account teams consisting of Presales, Customer Engagement Managers, Commercial, specialized Product teams, Strategic Partners and other relevant roles so that SAP solutions are well positioned in the assigned account.
Share best practices and interact with regional and local SAP employees.
Prospect new companies as potential customers of SAP’s solutions.
Build strong partner and client relationships.
Update on a timely basis SAP@CRM system with accurate customer and pipeline information.Education And Qualifications / Skills And Competencies
Bachelor’s degree in related fields (Business / Engineering or Technology).
Postgraduate degree will be advantageous.
Strong sales track record in the Financial Services / Banking / Insurance industry, or aggressive achievement record in other sales related role.
A collaborative management style and disposition and capability to work in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships with teams across functions and geographies.
Executive level value articulation in the expectations, and C-level relationships/building.
Excellent interpersonal and communication skills.
Strong capabilities in value based and proactive selling.
Rigorous execution of sales processes: territory management, account planning, demand generation, qualification, pipeline management, forecasting.
Customer and quality focus.
Innovative thinking.
Result driven.
Motivation & engagement.Work Experience
10+ years experience gained in a large, multi-national software organizations, or technology organizations with an emphasis on software sales
Good knowledge of the Financial Services Industry in general, and specific knowledge around at least one Banking or Insurance sub verticals, e.g.Retail Banking, Wholesale and Investment Banking, Capital Markets, Wealth Management, Life/Health Insurance, Re-Insurance, etc. – would be a great asset.
Knowledge around one or more specific product (core banking, core insurance, risk management, analytics, front office and channels, ERP…) would also be an advantage
Previous experience of working within or selling to Financial Services organizations is preferable
Proven track record in capturing market share and growing a profitable sales business -
SAP Academy for Sales
PURPOSE AND OBJECTIVES SAP customers represent 98% of the top 100 most valued brands in the world.Are you ready to become part of SAP’s next generation sales force?We are looking for highly communicative self- starters with a passion for public speaking and who are eager to learn and creative.After completing our 8-month Academy for Sales program successfully, you will start your career in one of SAP’s quota carrying sales roles for example selling to various lines of business and industries and selling innovative solutions including the Cloud portfolio.A tenured sales executive typically- Drives software revenue to achieve business goals and sales quota- Establishes territory and/or account strategies leveraging targeted sales plays- Identifies opportunities with existing customers and/or new prospects- Focuses relentlessly on Demand Generation activities- Leads a virtual account team- Builds relationships and networks internally, with customers, prospects and partners
What is the Academy for Sales?The program consists of a total of 2 six week periods of classroom learning in California in a world class global training center, and 4 months of learning on the job with sales mentors. Your experience with SAP will start with 6 weeks of onboarding in your local SAP office in your home market unit.Throughout the program, you will build the foundations needed for success in the sales profession. Our experiential learning includes Role Plays, Presentations, Case Studies, White Boarding, Executive Communications and Team Competitions.The Sales Academy teaches the latest innovative solutions, selling techniques and customer engagement strategies. Innovative learning methods include Design Thinking, Pod Coaching, Insight Storytelling, Gamification, and Social Selling, among others. EXPECTATIONS AND TASKS As part of an experienced account team, your tasks during the program will include:- Contribute to the creation of territory business plans- Build pipeline through the identification of opportunities and generation of leads (e.g. via social selling, executive prospecting, cold calling, etc)- Maintain CRM system and contribute to your account team’s forecasting- Organize and drive customer events- Take active role during customer visits (such as demos, strategy whiteboard)- Coordinate VAT (Virtual Account Team) and other experts within SAP or the SAP ecosystem to establish strategy for the team’s territory, prospects and customers EDUCATION AND QUALIFICATIONS/SKILLS AND COMPETENCIES – Successful completion of a Bachelor’s or Master’s degree- Preference will be given to graduates with a Sales related degree or concentration in Business Administration, Marketing & Communications and Business Logistics (SCM)- Fluent in English and local language, written and spoken- Demonstrated leadership in curricular, extra-curricular activities and athletics- Strong communication skills including an aptitude and passion for public speaking- Creative and resourceful self-starters with strong interpersonal skills who are eager learners- Possess a strong desire to work in a dynamic, fast paced sales organization- Relationship oriented possessing an aptitude for quickly creating and nurturingconnections with others- Multi-dimensional experiences in 2 or more of the following areas: global experience, study abroad, leadership role, entrepreneurial/self-starter, volunteerism, music, and/or other relevant extracurricular pursuits- Demonstrated sales proficiencies in 2 or more of the following areas: persuasive, passionate, curious, collaborative, strong listening skills, presence, empathy- Demonstrated intellectual maturity in 2 or more of the following areas: problem solving, tough mindedness, resilience, can do/make it happen attitude, open minded, ability to manage pressure WORK EXPERIENCE – Maximum of 5 years of work experience in a sales environment- Proven record of customer facing sales success and direct quota-carrying experience is strongly preferred- Demonstrated knowledge of business processes and industry trends (Manufacturing, Consumer Products, Professional Services, Retail etc.)- Relevant projects that demonstrate your communication and interpersonal skills, as well as a strong work ethic that delivers high quality deliverables#sapacademyforsalesandpresales#sapacademyforsalesApplicants must be legally authorized to work in the country of employment.General information: All non US-citizens need a visa or ESTA travel authorization to enter the US. If you are selected SAP will assist you in the visa application process. Note: “Generally speaking, a prior arrest, citation, charge, indictment, conviction, or imprisonment for breaking or violating any laws (even if pardoned or expunged) may impact and/or delay an individual’s ability to enter the United States under the Visa Waiver Program (ESTA) and/or secure a U.S. visa.” 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 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). Requests for reasonable accommodation will be considered on a case-by-case basis.Additional Locations: No Selection -
Principal Project 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 -
Account Executive – Telco & ENR (Energy and Natural Resources) Job
Job description
Requisition ID: 187044Work Area: SalesExpected Travel: 0 – 40%Career Status: ProfessionalEmployment Type: Regular Full Time
Role Description
The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
Expectations And TasksAccount 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 CxO 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 ExcellenceBuild 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.Work Experience
5-10 years of experience in sales of complex business software / IT solutions
Experience in lead role of a team selling environment.Education And Qualification / Skills And Competencies
Proven track record in business application software sales.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
Exceptional contractual and negotiation skills.
Business level English: Fluent
Local language: Fluent, Business Level
Bachelor equivalent: yesWhat 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.
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
SAP 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.
Additional Locations: -
Account Executive – Telco & Enr (Energy And Natural Resources) Senior Solution Sales Executive-Ddm (Kenya)
Requisition ID: 187044Work Area: SalesExpected Travel: 0 – 40%Career Status: ProfessionalEmployment Type: Regular Full Time
COMPANY DESCRIPTION
As the market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
ROLE DESCRIPTION:
The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
EXPECTATIONS AND TASKS: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 CxO 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.WORK EXPERIENCE:
5-10 years of experience in sales of complex business software / IT solutions
Experience in lead role of a team selling environment.EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Proven track record in business application software sales.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
Exceptional contractual and negotiation skills.Business level English: Fluent
Local language: Fluent, Business Level
Bachelor equivalent: yes
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.go to method of application »
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Sales Manager
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 LevelEDUCATION 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