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. You will lead a Solution Advisory Team dedicated to supporting the sales cycle across Emerging Africa, based out of Nairobi in Kenya. This position is responsible for orchestrating customer value discovery, solution demonstrations, and value proposition development to ensure successful customer engagements, deal closure, and long-term customer success through the right adoption process and handover plan with the Customer Success (CS) and Services/Partners teams.
Responsibilities
Team Management & Development: Manage, coach, and develop a team of Solution Advisors (SA) to deliver high-quality solution presentations and drive value across various customer segments.
Innovation Leadership: Position and build innovation across different engagements, targeting elected customer references and demonstrating the value of SAP within the industry.
Presales Process Ownership: Own end-to-end presales processes, including resource allocation, strategic vision alignment, and qualification, while executing the Customer Advisory cluster strategy.
Stakeholder Collaboration: Collaborate closely with Sales Managers, Account Executives, Sales LoB, MDs, and other supporting teams (Industry Value Advisory, Customer Success Managers, and Regional/Global teams) to drive pipeline generation and lead-to-opportunity conversion.
Solution Narrative: Guide the team in creating and executing compelling solution narratives, driving value-oriented engagement and competitive differentiation.
Digital Enablement: Oversee solution readiness and enablement for customers and partners, focusing on continuous improvement and the adoption of digital assets and tools.
Performance Tracking: Ensure all presales activities are tracked and documented in relevant SAP systems for visibility and performance analysis.
Continuous Upskilling: Maintain strong knowledge of SAP solutions and industry trends, utilizing AI to improve the quality and performance of engagements and the sales cycle.
Customer Onboarding: Transition engagements smoothly to onboarding and implementation teams to ensure customer success, leading the team to build actionable adoption and handover plans.
Partner Engagement: Support the enablement of partners and partner-driven sector teams where relevant.
Requirements
Education: BA/BSc/HND qualification in a relevant field.
Experience: Proven experience leading presales or solution consulting teams, ideally within the SAP ecosystem or enterprise software market.
Business Acumen: Strong business acumen combined with excellent communication and presentation skills.
Leadership: Ability to lead geographically dispersed and culturally diverse teams, ensuring collaboration between Anglophone (Kenya, Nigeria, Ethiopia) and Lusophone staff.
Cultural Intelligence: High cultural intelligence (CQ) and the "omnipresence" required to support teams across four time zones and diverse work-life cultures.
Sales Cycle Management: Experience in managing complex sales cycles and customer value engagements.
Relationship Building: Ability to build trusted relationships with customers, partners, and internal stakeholders.
Methodologies: Familiarity with relevant SAP programs, products, and digital sales methodologies.
Value Management: Experience with digital enablement and value management practices is highly desirable.
Learning Mindset: Willingness to continue learning through SAP’s partner enablement and presales excellence programs.
How to Apply
Interested and qualified candidates should apply online via the SAP careers portal. Please follow the application link provided on the MyJobMag platform: https://www.myjobmag.co.ke/apply-now/1198390. You will be redirected to the official SAP job site (jobs.sap.com) to complete the process.
How to Apply
Interested and qualified? Go to SAP on jobs.sap.com to apply. Ensure you complete the process on the official SAP career portal.
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