Senior Account Executive - Digital Interconnect
SAP - Johannesburg, Gauteng
Requisition ID: 236136
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.
SAP Digital Interconnect, a division of SAP, is the global leader in enabling messaging services through a CPaaS platform as well as Cloud Contact Center Services and IoT connectivity. We provide our Enterprise customers with the widest offering in SMS, Rich SMS, MMS, Mobile Push Notification, Social Channel notification, email messaging and innovative mobile consumer engagement services, other than the IoT last mile connectivity and Contact Center Services in Cloud. SAP Digital Interconnect processes more than 2.1 billion messages per day reaching more than 1,100 Operators and 6.1 billion users around the world. SAP DI is currently seeking an experienced Senior Account Executive.
PURPOSE AND OBJECTIVES
The candidate will be part of the Digital Interconnect team located in South Africa
She/he will be focused both on the Enterprise and Mobile Operator lines of business, and will be expected to engage at executive level within Enterprise and Mobile Operator clients, both existing and new ones, constantly build and keep a healthy pipeline, follow the entire sale cycle and close deals. The position is mainly focused on new business. The Geographic Region in which he/she will operate is currently North Africa, from Lybia to DR Congo, but additional EMEA Countries might be added to his/her region in the future, as well as other Lines of Business.
Given the large territory, travelling is essential and strongly requested (30% time)
EXPECTATIONS AND TASKS
Demand Generation, Pipeline and Opportunity Management (75%)
Constant lead generation, creating and maintaining a constant prospect list and a healthy pipeline. Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
Creation and closing of new business opportunities, strongly hunting for new customers. The candidate will follow the full sales cycle: lead generation, initial contact, prospecting, making proposal, contract negotiation, deal closing, service launch and post sales account management
Customer management and other activities (25%)
Building up long term relationships with own accounts (cross selling/up selling) in a customer focused approach (25%), dealing with day to day issues
Liaising with other SAP Digital Interconnect departments in order to meet customers’ expectations both in pre-sales and in post-sales phases
Be visible in the marketplace through industry and customer events participation as well as SAP Digital Interconnect hosted events attendance.
Engage and maintain good relationships with SAP colleagues from other Divisions and Business Unit (SAP CX, Gigya, SFSF and more) in order to be involved and engaged with both SAP SE existing customers and prospects, with the aim to evaluate the presence of any room for cross selling SAP Digital Interconnect services on top of SAP Global solutions.
Understand best practice sales models. Work actively with Senior Sales employees to develop sophistication in sales and negotiation skills, as well as attending trainings, courses or webinars from time to time.
Actively engage internal SAP Account Executive colleagues as well as SAP CX, Gigya and SuccessFactors Solution Specialists in order to be involved in Global deals
Understand SAP’s competition and effectively position SAP Digital Interconnect solutions against them.
Maintain CRM system updated with accurate customer and pipeline information.
Manage competitive threats within accounts and feedback competitive intelligence to the team
Achieving / Exceeding Annual Revenue quota targets and successfully reaching other goals and objectives as set by regional and global sales leadership is a must.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
University Degree in Business, Economics or IT/Engineering or equivalent experience
Ability to sell at any level within an organization, with experience dealing at VP and C-level and winning business through a consultative sales / challenger selling approach.
Absolutely strong focus on results
Good understanding and knowledge of mobile, media, commerce/retail, e-commerce and finance sectors.
Self-sufficient, able to work autonomously and full of initiative, willing to see her/his results recognized and rewarded.
Strong presentation, negotiation, communication and interpersonal skills.
High team attitude
Strong positive attitude
Excellent written and oral communications skills
Business level English: Fluent
Business level French : Fluent
Local language: Fluent, Business Level
5+ years of experience in sales within messaging, mobile or digital contests
Proven strong track record against targets. She/he will be accustomed to closing high value sales with an emphasis on achieving buy-in from varied stakeholders within the business.
Experience or knowledge about IoT ecosystem is highly appreciated
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.
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.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected]).
Successful candidates might be required to undergo a background verification with an external vendor.