Job Title: Business Developing Manager
Location: Nairobi
Company Profile:
Our client is one of the Leading SAP GOLD Partner in East Africa
Main Purpose of the Position;
The BDM is responsible for leading the sales / presales engagement, growing
overall software license and service revenue, and achieving net new names goals
by focusing on sales within an assigned territory.Location: Nairobi
Company Profile:
Our client is one of the Leading SAP GOLD Partner in East Africa
Main Purpose of the Position;
- The BDM
must control the sales cycles resulting in customer signature.
- The BDM
is responsible for identifying and qualifying opportunities within their
assigned territory in order to maintain a healthy opportunity pipeline.
- The
sales manager will coordinate the marketing activities along with SAP to
assure lead generation
Main Responsibilities
General Processes
General Processes
- Plan your territory
- Generate
demand
- Generate,
qualify, and manage opportunities
- Establish
account plans
- Conduct regular updates with SAP and sales
management
- Communicate
project information to implementation team
Sales Skills
- Manage the sales process from start to finish
- Understand and leverage SAP go-to-market and SME
portfolio
- Position
and differentiate partner firm and partner offerings
- Explain
SAP Business One Solution and Packaging and the benefit of the SAP
Fast-start program
- Follow
a formal, documented sales methodology
- Answer request for quotation
- Employ
value-based discovery and selling methodology
- Conduct
customer discovery sessions
- Develop
relationships with customer CxOs
- Handle
objections
- Validate
scope and solution fit to requirements
- Develop a value proposition linked to the
customer’s business outcomes
- Build a
financial business case (including financing options, ROI of solution, and
cost of no decision)
Negotiate Deals
- Position
SAP and be able to explain why SAP, why this partner, and why now
- Create and present proposals
- Present implementation approach
- Negotiate final agreements
Product Knowledge
- Knowledge
of the SAP portfolio
- Understand
the key characteristics, advantages, and benefits of the solution
- Position the value of Industry Best Practices, SAP
Business One solution
- Understanding
of SAP’s ASAP Focus Methodology and how to use it to achieve quality
deployments
Required Qualifications, Knowledge and Experience
- 3+ years successful track record in direct sales
position selling business application software, preferably in the industry
vertical and geography in which the firm operates
- Proficiency
in value-oriented selling focused on prescribed or predetermined solution
offerings.
- Industry
or vertical market and process knowledge
- Success
in a multi-channel go-to-market environment
- Experience
in sales within team selling environment
- Ability
to articulate and position SAP SME solutions’ value proposition along with
ROI at CxO level
- Knowledge
of ERP market and 1-3 years of SAP-specific experience
- Must be
willing to travel up to 40%
Kindly also mention your current/ last salary and benefits.
Only shortlisted candidates will be contacted