Education Account Executive Job at SAP Nigeria

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Job Title: Education Account Executive

Employer: SAP

LOCATION: Maitama, Abuja, ,Nigeria

WORK AREA: Education and Training

EXPECTED TRAVEL: 0% – 10%

CAREER STATUS: Professional

EMPLOYMENT TYPE: Regular Full Time

REFERENCE CODE: NG-57027704-EN-13-002

PURPOSE AND OBJECTIVES

•   Be a Trusted Adviser and "Talk Business"

•   Deal with LOB, Executive Level

•   Establish powerful relationships

•   Be a strong contributor to the Virtual Account Team

•   Strategic Selling (Leverage the portfolio)

•   To Achieve Our Vision (Innovation)

•   Implement business strategies to ensure customer success driving revenue targets for both education software and services

•   Participate in a team-selling environment working with one or more Account Executives (AEs) and/ or SAMs, GAD's and Value Engineering on assigned accounts

•   Development and Delivery of Management Advisory Services (SAP Education Advisory Role)

EXPECTATIONS AND TASKS

Relationship Management

•   Participate in all aspects of customer relationships, including:

•   Building strong customer relationships by consistently setting realistic expectations and meeting or exceeding those expectations through successful execution of SAP's Customer Engagement Lifecycle (CEL)

•   Attending and participating in customer team meetings, project reviews, and communicating regularly with professional services staff to ensure customer satisfaction

•   Help manage Project escalations including "Scope Creep" especially at CxO level

Opportunity Management

•   Identify, pursue and close Education Products & Services (Solutions) sales opportunities through the successful execution of CEL

•   Routinely discuss and communicate strategy with relevant Account Executives (AEs) and/ or

•   SAMs, GAD's and Value Engineering

•   Maintain an accurate and documented pipeline of opportunities (prospects and suspects) and provide appropriate communication of opportunities to SAP management

•   Continuously gather knowledge of competitors and how to effectively position SAP Education

•   Solutions against them

Territory / Domain Management

•   Manage the details of all assigned accounts and develop a knowledge base, including their business profile, key players, application and technology footprint, training needs and strategies

•   Keep abreast with key learning challenges and solutions in the Industry including emerging products and solutions

•   Maintain an up-to-date recorded inventory of all of your named accounts, including opportunities, contacts and history

•   Strive to always grow each new Education Solution sale into a strong account reference for SAP

•   Support (through direct and active participation) all SAP Education Solutions promotions and events in the territory

Administrative Management

•   Provide accurate and timely updates to pipeline and forecasts on an ongoing basis

•   Comply in a timely manner with all and time sheet, travel and expense policies

•   Maintain appropriate levels of involvement in customer issues requiring resolution

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

•   Bachelor or Masters Degree

WORK EXPERIENCE

•   3-5 plus years direct quota carrying selling experience in the enterprise software and services industry.

•   Ideally, a combination of both direct enterprise software sales and direct services sales. This can be variable by region

•   Background and experience in high ticket complex sales cycles. Value selling and solution selling experience and training. Intimate knowledge of enterprise software projects and the overall lifecycle management of enterprise applications

•   Knowledge of Productivity Tools, Learning Processes (including LMS), implementation and key sales drivers.

•   SAP Education Solutions knowledge will be a plus

•   Prior experience in business application solution selling/implementation required, preferably in a User Adoption Services or ERP delivery/selling environment

•   Industry focus and experience of selling at C level

•   Knowledge of SAPs Partners, Competitors and the regional IT Industry

•   Treating customers and colleagues with respect, fairness and consideration

•   Ethics

•   Setting Personal Objectives

•   Self Awareness (knowing yourself – your strengths & your weaknesses)

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