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Thursday, March 30, 2017
SAP Solutions Sales Executive Vacancy in Kenya (200K)
Vacancy: Sales Executive – SAP Solutions
Objective & Purpose: The Sales Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers.
The Sales Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate Company offerings i.e. SAP products, Solutions Developed In-house and New Development.
Expectations and Tasks:
Account and Customer Relationship Management, Sales of Software License and Services
Annual Revenue – Achieve / exceed quota targets.
Sales strategies- Align our offerings 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 Cxx 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.
Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
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 like SAP 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 the company and its customers.
Participate in SAP promotions and events in the territory – take an active, sales leadership role in SAP events.
Build and share best practice sales and negotiation skills.
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.
Utilize best practice sales models.
Understand SAP’s competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
Minimum of 3 years of selling SAP Solutions.
Experience in selling SAP Licenses and Services
Experience in lead role of a team selling environment.
Worked with Large Enterprise accounts.
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
Salary: KSh. 150,000 to 200,000
How to Apply
Interested candidates who fully meet the above requirements should send their applications along with a detailed Curriculum Vitae indicating expected salary and their daytime contact to email@example.com (Subject of the email should be the title of the POSITION APPLIED FOR + JOB REF).
Only shortlisted candidates will be contacted
Note: We do not charge any fees for receiving and reviewing applications or for interviews