Account Team Engagement:


Engage with customers early in the sales cycle by matching customer needs and vision to SAP solutions and qualifying the opportunity against a probability of success.
Manage the business process discovery to provide a foundation for the solution recommendations and support the business capability mapping, technical discoveries, and the case for change.
Support... new sales and adoption by providing solution-specific expertise and competitive differentiation.
Provide expertise to the account team and to the development of the account strategy.
Contribute to creation of overall theme and competitive differentiation (value wedges) and execute dry runs.
Engage customers through impactful storytelling.
Provide answers to customer / internal SAP team inquiries concerning solution topics focusing on driving customer success and business outcomes.
Embrace consistent messaging and employ digital assets in all customer engagements, including recorded demos, presentations, microsites, and other reusable content.


Customer Lifecycle Engagement:


Effectively transition the deal to on-boarding teams / partner / Field Services.
Drive adoption by continuing to sell the vision and impact of SAP's solutions post-selection.
Provide expertise through the customers' successful deployments and realization of value, as required.
Build knowledge across the customer lifecycle.
Expand the SAP footprint by showing how other SAP solutions can be leveraged to address other areas of their business.


Experience & Educational Requirements


Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one solution segment / Line of Business (LoB).
SAP product experience and/or relevant solutions / Line of Business experience.
Working knowledge of Cloud in the Business-to-Business (B2B) environment.
Working knowledge of Cloud, Hosted Services, and SAAS (software as a service)/ PAAS (platform as a service)/ IAAS (Infrastructure as a Service) models, cloud-based commerce/ business networks.
Proven track record of success in the selected solution/ Line of Business area.
Ability to engage through storytelling.
Fluency in English. Any other language is an asset.
Fluency in the language of local markets desirable. more

Your responsibilities will include:


Conduct discovery sessions and provide solution recommendations.
Align customer needs and vision with SAP solutions early in the sales cycle.
Demonstrating SAP Analytics Cloud capabilities and competitive differentiation.
Engage customers through storytelling, value selling, and consistent messaging.
Respond to inquiries from customers and internal... SAP teams, focusing on customer success.
Align with customers on the technical architecture and business drivers for SAP Analytics Cloud.
Guide the SAP account team and customer to adopt the SAP Analytics Cloud at the right time.
Transition customers to post-sale teams and partners smoothly through clear communication.
Drive adoption by continuing to promote the vision and impact of SAP solutions post-selection.
Build and maintain relationships throughout the customer lifecycle, enabling customers to improve and expand their adoption of SAP Analytics Cloud by sharing your expertise.


YOUR PROFILE

Minimum Requirements


South African citizen or work permit for South Africa. SAP is committed to the principles of employment equity.
Honours degree in Information Systems or Accounting.
7+ years of professional work experience in finance, enterprise IT, IT consulting, IT presales or a combination of these, including at least 3 years of experience implementing or using a budgeting and forecasting system.


Job Requirements


Willing to work in SAP’s Woodmead, Johannesburg office 5 days a week if required.
Willingness to travel in Africa and the Middle East for up to 30% of working time.
Commitment to continuous learning.
Independent and goal-oriented working style.
Outstanding communication and presentation skills. more

What you'll do:

The Senior Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

Account & Customer Relationship Management:


Serve as the end-to-end account owner, managing... sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.


Demand Generation, Pipeline, and Opportunity Management:


Maintain pipeline management, ensuring a healthy and advancing sales funnel.
Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.


Sales Excellence:


Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
Stay informed about SAP’s competition and position SAP solutions effectively against them.
Maintain accurate customer and pipeline information within CRM systems.


Leading a (Virtual) Account Team:


Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
Maximize the value derived from SAP’s extensive sales support ecosystem.


What you bring:


10+ years of experience in sales of complex business software/IT solutions.
 Proven success in business application software sales and leading team-selling environments.
 Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
 Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions. more

ROLE DESCRIPTION:

The Account Executive Expert leads and orchestrates in a team selling environment and, where necessary, works with senior management on assigned or local accounts in a geographic territory. The AE helps identify and qualify opportunities; execute account strategy; and generate product, service, and training revenue. The AE facilitates and maintains successful relationships... with SAP® customers – relationships that are measured by their ability to be referenced and customer satisfaction levels.

EXPECTATIONS AND TASKS:


Relationship management
Build strong customer relationships by consistently setting realistic expectations early in each sales campaign and meeting or exceeding those expectations through successful execution of the customer engagement model (CEM) at SAP®.
Facilitate customer satisfaction through proper deployment of appropriate SAP resources to execute the CEM successfully.
Participate in account transitions to ensure proper and consistent communication with customers and virtual account team members.
Attend and participate in customer team meetings and communicate regularly with consulting staff to ensure customer satisfaction.
Maintain successful business relationships with SAP’s strategic partners.


Opportunity management


Identify, pursue, and close sales opportunities through successful execution of the CEM.
Position SAP to win sales opportunities by executing and communicating effective sales strategies.
Discuss and communicate account strategy routinely with other members of the virtual account team.
Maintain an accurate and documented customer relationship management (CRM) pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management.
Gather knowledge on competitors and how to position SAP solutions effectively against them.
Leverage and communicate solution maps to broaden the SAP footprint.


Territory management


Manage the details of all assigned accounts.
Maintain an up-to-date recorded inventory of all your named accounts, including opportunities, contacts, and history.
Strive to grow each new sale into a strong account reference for SAP.
Seek to expand and strengthen SAP’s presence within each account in the territory by establishing proactive relationships with influential people – within the customer and among third parties.
Support (through direct and active participation) all SAP promotions and events in the territory, including (but not limited to) SAPPHIRE®, industry solution days, executive events, and industry initiatives.
Develop an extensive knowledge base of all assigned accounts, including their business profile, key players, application and technology footprint, buying process, compelling events, political environment, and strategies.


Administrative management


Provide accurate and timely updates to the CRM forecast pipeline system on an ongoing basis.
Comply with all SAP personnel, sales, proposal, and contract policies.
Comply in a timely manner with all time sheet, travel, and expense policies.
Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices for license fees, maintenance, consulting, and training.


Personal development


Develop an individual business plan that includes business and personal goals and objectives; discuss, confirm, and review the plan on an ongoing basis with your manager.
Continue to build and grow your personal knowledge of industry trends, company product offerings, and general business awareness.
Review, establish, and implement a personal training plan to facilitate your ongoing growth and professional development at SAP.
Proactively seek to contribute to SAP’s growth objectives by providing mentoring to new AEs.


WORK EXPERENCE:


Minimum 5 years of specific experience in Account Management
Financial Services Industries experience


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:


Bachelor’s degree in engineering or technology from an accredited institution more