Jobs Career Advice Signup
X

Send this job to a friend

X

Did you notice an error or suspect this job is scam? Tell us.

  • Posted: Jun 7, 2018
    Deadline: Not specified
    • @gmail.com
    • @yahoo.com
    • @outlook.com
  • Never pay for any CBT, test or assessment as part of any recruitment process. When in doubt, contact us

    As the market leader in enterprise application software, SAP is at the center of today’s business and technology revolution. SAP helps you streamline your processes, giving you the ability to use live data to predict customer trends - live and in the moment. Across your entire business. When you run live, you run simple with SAP.
    Read more about this company

     

    Account Executive - Telco & Enr (Energy And Natural Resources)

    Requisition ID: 187044
    Work Area: Sales
    Expected Travel: 0 - 40%
    Career Status: Professional
    Employment 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 »

    Senior Solution Sales Executive-Ddm (Kenya)

    Requisition ID: 180781
    Work Area: Sales
    Expected Travel: 0 - 20%
    Career Status: Professional
    Employment Type: Regular Full Time

    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

    • 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. In that capacity:
    • 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

    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

    Method of Application

    Build your CV for free. Download in different templates.

  • Send your application

    View All Vacancies at SAP Back To Home

Subscribe to Job Alert

 

Join our happy subscribers

 
 
Send your application through

GmailGmail YahoomailYahoomail