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 CS and Services/Partners teams.

What you’ll do

• Manage, coach, and develop a team of SA team to deliver high-quality solution presentations, drive values cross our customers segments, position and building innovation cross the different engagements with target of elected customers references and industry showing the why SAP, and proof-of-concepts that address client requirements.
• Own end-to-end presales processes, including resource allocation, strategic vision alignment, qualification, executing on Customer Advisory cluster strategy and ensuring consistent messaging and value alignment across all customer interactions.
• Collaborate closely with Sales Managers, Account Executives, Sales LoB, MDs and other supporting teams (Industry Value Advisory, Customer Success Managers, and Regional and global teams) to drive pipeline generation and conversion from lead to opportunity.
• Guide the team in the creation and execution of compelling solution narratives, Driving Value oriented engagement, competitive differentiation, and customer-facing content.
• Oversee the solution readiness and enablement for customers and partners, with a focus on continuous improvement and adoption of digital assets and tools.
• Ensure all presales activities are tracked and documented in relevant SAP systems for visibility and performance analysis.
• Maintain strong knowledge of SAP solutions, industry trends, and enablement resources for continuous team upskilling, using AI to improve quality and performance of our engagement and sales cycle.
• Transition engagements smoothly to onboarding and implementation teams for customer success, lead team to build and deliver actionable adoption and handover plan
• Engage with partners (when relevant), supporting their enablement and the partner driven sector teams.

What you bring

• Proven experience leading presales or solution consulting teams, ideally within the SAP ecosystem or enterprise software market.
• Strong business acumen, communication, and presentation skills.
• Ability to lead geographically dispersed and culturally diverse teams, ensuring collaboration between Anglophone (Kenya, Nigeria, Ethiopia) and Lusophone staff.
• High cultural intelligence (CQ) and the “omnipresence” required to support teams across four time zones and diverse work-life cultures
• Experience in managing complex sales cycles and customer value engagements.
• Ability to build trusted relationships with customers, partners, and internal stakeholders, and work in full alignment with the other Solution Advisory and Architect Advisory teams in the cluster level by leveraging synergy and complementarity and building the top team at cluster level.
• Familiarity with relevant SAP programs, products, and digital sales methodologies.
• Experience with digital enablement and value management practices is highly desirable.
• Willingness to continue learning through SAP’s partner enablement and presales excellence programs.