Solution Advisor Manager - Emerging Africa

Role overview

At SAP, the focus is on helping businesses operate more effectively while giving people the opportunity to do their best work. This leadership role is based in Nairobi, Kenya, and is responsible for guiding a Solution Advisory team that supports the sales journey across Emerging Africa. The role centers on customer value discovery, product demonstrations, and shaping value propositions that lead to successful deal closure, smooth handover, and long-term customer outcomes through adoption planning with Customer Success and Services/Partners teams.

What you will be doing

• Lead, mentor, and grow a Solution Advisory team so they can deliver strong solution presentations, show business value across customer segments, highlight innovation in engagements, and deliver proof-of-concepts that match customer needs.
• Take ownership of the full presales process, including allocation of resources, alignment to strategic direction, qualification activities, execution of the Customer Advisory cluster strategy, and consistent messaging across all customer touchpoints.
• Work closely with Sales Managers, Account Executives, Sales LoB, Managing Directors, and support teams such as Industry Value Advisory, Customer Success Managers, and regional/global groups to build pipeline and convert leads into opportunities.
• Coach the team in building and delivering persuasive solution stories, value-led engagement, competitive positioning, and customer-facing materials.
• Oversee customer and partner solution readiness and enablement, while continuously improving the use of digital assets and tools.
• Make sure presales work is properly recorded in SAP systems for visibility, tracking, and performance review.
• Keep the team current on SAP solutions, industry developments, and learning resources, while using AI to strengthen engagement quality and sales-cycle performance.
• Ensure smooth transition of engagements to onboarding and implementation teams, including the creation of practical adoption and handover plans.
• Support partner enablement and work with partner-led sector teams where relevant.

What success in this role requires

• Strong background in leading presales or solution consulting teams, preferably within SAP or enterprise software.
• Sound commercial judgment, along with excellent communication and presentation ability.
• Capability to lead teams across different geographies and cultures, including coordination between Anglophone and Lusophone team members across Kenya, Nigeria, and Ethiopia.
• High cultural awareness and the flexibility needed to support colleagues across four time zones and different work-life contexts.
• Proven experience handling complex sales cycles and customer value discussions.
• Ability to develop trusted relationships with customers, partners, and internal stakeholders while working closely with Solution Advisory and Architect Advisory teams at cluster level.
• Working knowledge of SAP programs, products, and digital sales approaches.
• Experience in digital enablement and value management is an advantage.
• Willingness to keep learning through SAP partner enablement and presales excellence programs.

Team and workplace context

• You will be part of a collaborative, diverse team focused on presales excellence across Emerging Africa.
• The role involves regular collaboration with leadership, regional teams, and global presales communities to shape customer value and support transformation journeys.
• This position contributes to SAP’s growth in high-potential markets while helping customers achieve meaningful outcomes.

Additional information

Requisition ID: 451317. Work area: Presales. Expected travel: 0 to 10%. Career status: Management. Employment type: Regular Full Time. Additional locations: not specified.

Equal opportunity and other notices

SAP provides equal employment opportunities and accessibility support for applicants who need accommodations due to physical or mental disabilities. Candidates who require help with the application process may contact the Recruiting Operations Team at Careers@sap.com. Employment consideration is offered without discrimination based on age, race, religion, national origin, ethnicity, gender, pregnancy, childbirth, sexual orientation, gender identity or expression, protected veteran status, or disability, in line with applicable legal requirements. Selected candidates may be asked to complete a background verification through an external vendor.

SAP also notes that its recruitment process includes guidance on responsible AI use. Any breach of those AI guidelines can lead to removal from the hiring process. For employees, referral-program eligibility applies only to permanent roles under the SAP Referral Policy, and some conditions may apply to vocational training roles.

About SAP

SAP develops enterprise software and services that help organizations run more efficiently, use insight more effectively, and connect people, industries, and platforms. As a global cloud company with a strong focus on collaboration, learning, and inclusion, SAP emphasizes personal growth, health and wellbeing, flexible working models, and a workplace where people can contribute their full potential.