SAP Sales Executive – Energy & Utilities Verfied

Salary Negotiable Not Specified more than 14 days ago 13-02-2017 4:02:33 PM
13-03-2017 4:02:33 PM

SAP Sales Executive An exciting opportunity exists within Adapt ITâ??s Energy Division for a dynamic and driven individual to join our team as the Energy SAP Sales Executive. Reporting to the Managing Director: Energy, the successful candidate will be accountable for achieving division revenue targets, through prospecting, qualifying, selling and closing new business to new and existing customers.

The SAP Sales Executive will drive growth within the Energy and Utilities sectors and position the company Brand as a strategic partner for clients, not only in SA but also regionally and globally, by leveraging existing partnerships and developing new relationships.

The candidate must have a solid network within these industries as well as with Technology Partners, specifically SAP, and must be skilled within the end to end sales process to maximise our access and reach in the sectors.

The ideal candidate will be a highly skilled individual with a track record of consistently meeting and exceeding sales and revenue targets.

 

  • R1.1 +300k benefits
  • School fees + medical Aid + provident fund
  • Commission paid from rand 1 uncapped
  • Share options

 

  • Products-Generalist

 

-          Generalist experience

-          Dealt with Francois on energy deals

-          Not expansive experience

 

 

 

 

 

 

 

Role and Responsibilities

 

Services and Software License Revenue. Account and Customer Relationship Management.

  • Annual Revenue - Achieve and exceed revenue and margin targets.
  • Sales strategies - Align solutions with the customer’s strategic objectives. Work with the Adapt IT Executives to educate target accounts on the solution set and conducts account planning for strategic deals.
  • Develops best practice Account Management plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategies through complex organizations. Encourage all clients to become Adapt IT references.
  • Trusted advisor - Establishes strong management and C-Level relationships based on knowledge of customer requirements and commitment to value
  • Customer Acumen - Actively understand customers’ technology footprint, business drivers and pain points, strategic growth plans, technology strategy and competitive landscape.
  • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.   Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process.

 

Demand Generation, Pipeline and Opportunity Management

  • Lead generation – accountable for lead generation activities, leveraging internal division resources as well as partnering with Group Marketing to maximise reach
  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. Develop and execute a plan that generates at least 3x the quota in pipeline opportunity.
  • Pipeline partnerships – Leverage support organizations including Adapt IT Marketing, divisional Sales teams, partners and channels to develop pipeline
  • Leverage solutions – Be proficient in and bring all Adapt IT offers to bear on sales pursuits including Industry Solutions (IS Oil, FuelFacs), Line of Business solutions (IBP, HCM,) and technology solutions (Business Analytics, Mobility, Database and Technology).  Demonstrate early adoption of all new solutions and strategies.
  • Support all Adapt IT promotions, campaigns and events in the territory – take an active, sales role at Adapt IT events.

 

Sales Excellence

  • Lead the sales process and presales team involvement. Coordinate discovery sessions, lead dry-runs, manage post demo debriefs, support value engineering engagement, etc. Execute consistent processes to ensure superior demos and presentations.
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. 
  • Build and share best practice sales and negotiation skills.
  • Maintain Energy White Space analysis and execution of initiatives (up sell and cross sell) on customer base within broader Adapt IT group and verticals. Close collaboration with Group Sales and Marketing functions to ensure collaborative and integrated customer approach
  • Utilize best practice sales models.
  • Understand Adapt IT’s competition and effectively position solutions against them.
  • Close collaboration with Energy Account Executives and Operational Delivery teams, to plan account and deal strategies.
  • Sales Enablement – Lead and guide the appropriate presales specialists to engage in specific sales opportunities.
  • Overall bid management and deal execution accountability and leadership; in close alignment with sales and delivery functions.

 

 

Desired Skills & Experience

  • Bachelor’s degree in related fields (Business / Engineering or Technology)
  • +10 years’ experience in a Software and Business Applications Sales or Business Development, within Energy and Utilities sectors
  • Experience managing C-suite level relationships
  • Proven track record of capturing and growing customer and market share in a profitable manner
  • Demonstrable experience working on complex deals with a proven track record of winning business and closing market opportunities
  • Ability to create market demand for and selling software products and services
  • Collaborative style and ability to work in a networked organization with virtual teams
  • Successful people management experience
  • Solution selling experience; i.e. ability to turn customer challenges to sales opportunities

 

Ref: JHB000972/AG