Head of License Audits Africa Job

Ref-Code: ZA-58974194-EN-14-002
Work area: Sales Operations
Expected travel: 0% - 30%
Career status:
Employment type: Regular Full Time


COMPANY DESCRIPTION

SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.The Head of License Audits Africa is responsible and accountable for the license audit revenue within the assigned segments (market unit) incl. exploration of new cases at customers' over-usage of SAP and BOBJ software licenses beyond existing SW contracts. In order to achieve his/her mission and targets Compliance Executive must engage and leverage multiple stakeholders in the related SAP landscape (internal and external).

EXPECTATIONS AND TASKS

- Take full ownership for closing all compliance sales opportunities within the customer segments and maximizing SW license revenue from compliance sales cases. Directly interact with customers to position and represent SAP's claim against them
- Communicate with SAP customer to ensure that they are able to perform the license audit correctly and address any queries relating to processes or licensing
- Conduct customer follow-ups, evaluate results to ensure accuracy and compare with related licensed contractual agreements
- Ensure that Account and Inside Sales Executives conduct follow-up activities, audits are accurate and completed timeously and CRM records are maintained
- Coach and educate partner or inside sales executives how to structure and execute compliance sales cases
- Support Account Executives and Inside Sales Executives to develop the right sales tactics for small compliance cases
- Professional management and closure of all assigned sales opportunities. Develop tactics to handle non responding customers and follow-up or conduct escalation activities for each individual case
- Explore all possible potential for compliance sales cases within the assigned territory e.g. drive together with the License Compliance Manager the exploration of SAP and / or BOBJ contracts beyond existing audit processes (e.g. non-auditable engines; specific contract types; BOBJ contracts etc)

WORK EXPERIENCE

- 3 to 5 years' experience in selling software
- 5 years' minimum of ICT business experience and background
- General Sales Skills (SAP experience highly preferred)
- Relevant work experience in a similar role is an advantage
- Strong negotiation skills; experience in adversarial situations highly preferred
- Highly organized, able to work effectively in a complex environment
- One to two years of previous experience in business administration and project management is an asset

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

- University Degree preferable
- Several years' experience in selling Software Licenses
- Excellent oral and written communication skills in English
- Excellent customer focus
- Strong interpersonal skills and teamwork
- Strong understanding of IPR, compliance and software licensing is very important
- Understanding of SAP Licensing Models and BOBJ license models preferable
- Reasonable knowledge of Microsoft Office (Word, Excel, Outlook, Project and PowerPoint)
- Excellent organizational and follow-up skills
- Good technical background is an asset
- Reasonable knowledge of the SAP ERP application is an asset

Job Segments: Audit, ERP, SAP, Sales Operations, Telemarketing, Finance, Technology, Sales

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