Website: Website www.go.sap.com

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

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 – 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 strong 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)
Advance and close sales opportunities – through the successful execution of the sales strategy and roadmap.
Support all SAP promotions and events in the territory
Sales Excellence
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
Demonstrates 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:

10+  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.
Business level English: Fluent
Local language: Fluent, Business Level

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

Bachelor equivalent

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.

Job description
Requisition ID: 172674
Expected Travel: 0 – 10%
Are you looking for a career with a Top Employer in Africa?
We are looking for an enthusiastic professional for a Digital Sales Specialist (DSS) role, based in Nairobi, Kenya.
Are you a resourceful, driven, team player with a competitive spirit, and strong business acumen to help our customers in the Growth segment reach new levels of customer success. If you have a curiosity for solving business problems, a passion for making your customers successful, and the ability to articulate the ROI of an enterprise solution across multiple stakeholders, then this could be the role for you. Do you want to drive digital change and create new customer experiences and journeys?
DSS at SAP have experience doing deep levels of discovery and objection handling at every level. They are engaged with their customers at every level of the sales cycle, from account planning, through the development of the deal, to the close of business, and beyond. They are trusted advisors to the C-Suite and the end users. This person won’t simply focus on selling the best CRM Cloud solution, they will also cross sell our entire Hybris suite of products, which includes world class solutions for: Marketing Intelligence in the cloud, Commerce in the Cloud, and Field Service Automation in the cloud. The DSS will be responsible for managing, leading and closing the top SAP opportunities within the South Africa for SAP Customer Engagement & Commerce (also known as CEC) solutions. These opportunities will be defined as the largest and most complex CEC opportunities. The DSS will also engage with complementary SAP Account teams to identify and drive CEC opportunities within our largest SAP customers.
A successful DSS Professional will contribute to the sales team by focusing on complex deals, including building relationships with Industry leaders within the SAP ecosystem. The DSS will be involved in specific and strategic sales opportunities, and in developing and delivering demand generation programs designed to uncover new opportunities within specific industries. To be successful in role, the candidate will need to deliver total solutions to prospects, customers and partners will be dependent upon teaming with SAP Partner Account Managers within field sales, partners, as well as other SAP sales and technical sales resources.
The DSS will need to possess excellent organizational, communication and selling skills. The successful candidate will have 5-10+ years of solution selling experience, and preferably at least 5 years in a direct sales role within the Customer Experience industry. The successful candidate must understand CRM systems, as well as the Customer Experience value proposition (ROI) with a track record of hitting and exceeding quota. Experience managing and closing complex sales-cycles. Proactive in nature to actively prospect greenfield new business. Experience in engaging with C-level executives with the ability to showcase a robust innovation roadmap.
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.