Account Executive SAP Cloud & Enterprise Sales

About Syntax Syntax is a global software sales and professional services firm specialising in SAP solutions, integration and business process optimisation. We help organisations modernise ERP environments, migrate to cloud platforms, and operate mission critical systems with confidence.

As an SAP Platinum Partner and Great Place to Work Certified employer, we are committed to building an inclusive, high performance culture where our people and our clients thrive together.

Role Overview We are seeking a high performing sales professional to drive net new SAP business for Syntax across South Africa. The Account Executive will develop a strong network of contacts and partners to identify new opportunities and successfully conclude sales of SAP Cloud Solutions and professional services for mid market to enterprise organisations.

This hunter focused role targets new logos across enterprise and mid market customers, including RISE with SAP, GROW with SAP, S/4HANA migrations, SAP Public Cloud, and Application Management Services (AMS). The AE will work closely with our partners SAP South Africa, Retail7, and hyperscalers (AWS, Azure, GCP) on joint demand generation, co selling, and ecosystem collaboration.

Key Responsibilities Business Development & Client Acquisition

• Establish and maintain successful business relationships with existing and prospective clients.
• Source and nurture new clients through demand generation, pipeline management and sales strategies; manage the full sales cycle of new prospects from demand generation to successful conclusion of both the sale and the project.
• Source data, segment and enhance and prospect the market of mid market and enterprise organisations in search of SAP sales opportunities.
• Understand clients' strategies, business objectives, and operational needs in order to propose services aligned to their goals.
• Generate net new business for Syntax SAP cloud transformation services, with a focus on new logo acquisition.
• Develop strategic account plans for priority prospects and maintain disciplined pipeline management.

SAP Ecosystem Co Selling & Partner Engagement

• Partner closely with SAP South Africa sales teams to drive joint demand generation and co selling opportunities.
• Leverage the SAP partner ecosystem to identify, qualify, and accelerate opportunities.
• Maintain strong working relationships with SAP SA field representatives and partner managers.
• Represent Syntax at SAP led events, partner forums, and client engagements.
• Lead the complete complex sales process from discovery, business case development, solution positioning, proposal development, to commercial negotiation and contract conclusion.
• Build commercial offers and respond to RFPs in collaboration with the pre sales team.
• Organise discovery sessions and solution demonstrations with the pre sales team.
• Negotiate and conclude sales; write and finalise contracts with the support of the management team.
• Engage with CIO, CFO, and executive leadership teams as primary decision makers throughout the cycle.
• Collaborate with Syntax solution architects and delivery teams to design compelling transformation proposals.
• Drive opportunities through booking and support transition to successful implementation and go live.
• Support the delivery of sold services and monitor client satisfaction throughout the engagement.
• Participate in steering committees during SAP solution implementations, as needed.
• Build long term client relationships that generate expansion, referrals, and repeat business.
• Develop opportunities for growth, (land and expand), change requests, extensions and additional services at existing clients.
• Maintain rigorous CRM pipeline hygiene in SalesForce with accurate stage progression, activity notes, and close dates.
• Manage multiple mandates and deliverables simultaneously with disciplined prioritisation.
• Produce accurate weekly, monthly, and quarterly revenue forecasts for Sales leadership.
• Track personal KPIs proactively and address performance gaps with Regional Sales Leadership.

Key Focus Areas RISE with SAP - End to end cloud transformation for enterprise ERP migration to S/4HANA Cloud.

GROW with SAP - Rapid, cloud first ERP adoption tailored for mid market organisations.

SAP S/4HANA Migrations - ERP modernisation and on premise to cloud migration programmes.

SAP Public Cloud - SaaS based SAP deployment for agility and lower total cost of ownership.

SAP AMS - Application Management Services for ongoing SAP operations and optimisation.

Multi Year Managed Services - Long term transformation and managed operations engagements.

Target verticals include retail, distribution, manufacturing, mining and other consumer industries.

Experience & Qualifications Required

• Minimum 5 years of experience in sales of SAP professional services, projects, and solutions.
• Proven sales history of consistently meeting objectives and targets in a quota carrying, hunter role.
• Demonstrated ability to capitalise on existing relationships and market knowledge to drive sales growth.
• Experience selling into and influencing CIO, CFO, and C suite executive leadership teams.
• Ability to manage complex sales cycles with multiple stakeholders across large organisations.
• Ability to manage multiple mandates and deliverables simultaneously with strong prioritisation discipline.
• Ability to work effectively in a team environment and collaborate cross functionally.
• Results oriented, with a "can do" attitude - adaptable, flexible, and resourceful.
• Excellent communication, presentation, and commercial negotiation skills.
• Proficiency with CRM platforms (Salesforce, HubSpot, LinkedIn and others).

Highly Advantageous

• Direct experience selling SAP Cloud solutions: RISE, GROW, Cloud ERP.
• Established co selling relationships with SAP South Africa field teams.
• Strong understanding of business processes in target industries.
• Existing C suite network across enterprise and mid market organisations in South Africa.
• Experience structuring and negotiating multi year software, professional services and managed services contracts.
• Familiarity with complex enterprise sales methodologies: MEDDIC, Challenger Sale, SPIN, or equivalent.
• Previous experience solution selling to our target industries (SAP or Oracle, Microsoft, Sage, Salesforce, Infor, Workday or Acumatica).

You Are Self directed and able to drive your own success without hand holding.

Genuinely invested in your clients' success - not just the transaction.

Persistent - Tenacious in the face of long cycles and complex deals.

A Multitasker - Able to juggle multiple opportunities and priorities without dropping the ball.

Results Driven - Compliant, disciplined, and relentlessly focused on outcomes.

A Team Player - Brings in the right people at the right time; wins as a team.

Competency - Strong net new logo acquisition drive; does not rely on inbound leads.

Strategic Enterprise Selling - Plans and executes multi-threaded, long-cycle deals with discipline.

Executive Relationship Building - Builds trust with CIO, CFO, and C suite buyers; long term advisor mindset.

Consultative / Value-Based Selling - Leads with business outcomes and ROI; diagnoses before prescribing.

Delivery Partnership - Supports implementation teams post sale; participates in steering committees.

Commercial Acumen - Structures complex multi-year deals; manages margin, TCV, and risk.

Accurate CRM hygiene, forecast management, and structured follow-through.

Success Metrics Performance will be measured against the following KPIs (specific targets set at onboarding and reviewed quarterly):

• Net new customers (logos) acquired per quarter.
• Annual Contract Value (ACV) and Total Contract Value (TCV) closed against quota.
• Pipeline generation: minimum 3x quota in qualified pipeline at all times.
• Pipeline conversion rate and average sales cycle duration.
• Volume and quality of joint opportunities developed with SAP South Africa.
• Revenue growth within SAP Cloud transformation services.
• Forecast accuracy: within 10% of committed revenue per quarter.
• Client satisfaction scores and post sale delivery handover quality.
• Compliance with SAP Partner Programme (lead registration, planning and references). Maintain and update all aspects of SAP for Me to maintain partnership status and sell authorisation in the selected products.

Benefits & Compensation Syntax offers a highly competitive, performance-driven compensation package designed to attract and retain top enterprise sales talent. We invest in our people - because their success is our success.

• Competitive base monthly salary (commensurate with experience and track record).
• Uncapped commission structure with target OTE commission of R1m+ for performers.
• Accelerator commissions for performance above quota.
• Medical aid contribution by Syntax.
• Provident fund / retirement contribution by Syntax.
• Annual performance review with merit increase opportunity.
• Access to SAP and Syntax-sponsored sales training and certification programmes.
• A collaborative . click apply for full job details