Current Jobs at SAP

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.

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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.

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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.