Presales Senior Specialist at SAP

Job description

Requisition ID: 153951

Work Area: Presales

Expected Travel: 0 - 20%

The S/4HANA Cloud Presales Senior Specialist/Expert possesses advanced/expert level knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.

• A S/4HANA Cloud Presales Senior Specialist/Expert interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the Cloud Presales Senior Specialist/Expert during an active sales cycle is to gain acceptance from the customer that SAP solution can solve the customer’s problem and is the right choice over the other competitive Cloud offerings. During these cycles they often take on the role of a Solution Captain. In addition to deal support, a Cloud Presales Senior Specialist/Expert collaborates with sales and IVE teams to plan and execute business development strategies through the use of Design Thinking tools and techniques.
• Deal Support
• Conduct discovery sessions in advance of a demonstration or key presentation, with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
• Demonstrate deep knowledge of SAP solutions and appropriate industries in order to maintain credibility with prospective customers.
• Compose and deliver superior sales presentations covering SAP Cloud and partner software solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP, and leave a strong and positive impression to audiences which can include senior company executives.
• Prepare and deliver value-based software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing and compelling customer presentation.
• Provide proof points with relevant customer stories- story telling.
• Support RFx completion based on first pass work form the RFP support team to support customer proposals.
• Ability to effectively present to customers “remotely” using virtual technologies (SAP Connect, Lync…).
• Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition.
• Able to lead as a Solution Captain when deals require complex solutions and require multiple presales participates to support a successful customer presentation or demo.
• Effectively leverage support teams who are there to support presales success (Global / Regional Solution Specialists, CoE, IVE, Solution HuBs, Deal Advisors, Solution Experience, Product Management).
• Demand Generation
• Be an evangelist for SAP S/4HANA Cloud Edition
• Support one-to-many sales and marketing events both on-site and remotely
• Lead & support Design Thinking workshops to promote new and innovative solutions for customers and prospects
• Collaborate with the sales team to identify whitespace opportunities at accounts
• Support Account planning sessions from a LoB S/4 HANA Cloud perspective
• Sales Readiness
• Develop close relationships with sales teams in order to promote effective sales methodologies
• Participate in demo system design and planning and assist in configuration if needed. Participate in new product release input and testing and training of peers.
• Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed.

Education And Qualification / Skills And Competencies

• Bachelor or equivalent is a minimum requirement, Master or equivalent preferred
• Deep knowledge/expertise on end to end processes/solution matching
• Expert either in Finance or Logistics (order2cash, purchase2pay, plan2produce,..)
• Experience in sales and sales processes
• Excellent presentation and communication skills
• Fluent English is mandatory
• Willingness & capability to go the ‘extra mile’
• Structured working approach - getting things done attitude
• Capability of leading small teams based on personality without reporting lines

Work Experience

• 5+ years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job- either financial or logistics/SCM focus
• Several years (3+ years) of consulting experience preferred as our pre sales engagements require consulting capabilities
• Pre sales experience appreciated but not a ‘must’
• Demonstrates 5-7 successful engagements leading small teams on small-mid-sized deals

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected]). Requests for reasonable accommodation will be considered on a case-by-case basis.