Presales Senior Specialist F/M
Detail de l'annonce :
WHAT WE OFFER
Our company culture is focused on helping our employees enable
innovation by building breakthroughs together. How? We focus every day
on building the foundation for tomorrow and creating a workplace that
embraces differences, values flexibility, and is aligned to our
purpose-driven and future-focused work. We offer a highly
collaborative, caring team environment with a strong focus on learning
and development, recognition for your individual contributions, and a
variety of benefit options for you to choose from. Apply now!
The Role
The Presales Senior Specialist 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 Presales Senior Specialist interacts with prospective customers
through executive meetings, discovery conversations, solution
demonstrations, executive presentations and follow-up discussions. The
Primary role of the Presales Senior Specialist 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 offerings. During these cycles they often take on the role
of a Solution Captain. In addition to deal support, a Presales Senior
Specialist collaborates with sales and IVE teams to plan and execute
business development strategies through the use of Design Thinking
tools and techniques.
Deal Support:
* Compose and deliver superior sales presentations covering SAP 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.
* In advance of a demonstration or key presentation, conduct
discovery sessions 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. Provide proof points with relevant customer stories.
* Support RFx completion in support of customer proposals.
* Ability to effectively present to customers “remotely” using
virtual technologies (SAP Virtual Studio and Adobe Connect).
* 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
* 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.
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.
Role Requirements
* 5+ years of presales experience
* 3 -5 years of solution specialist (or equivalent customer facing)
experience in areas appropriate to the job
* Demonstrates 5-7 successful engagements leading small teams on
small-mid-sized deals
* Expert knowledge/expertise on end to end processes/solution
matching
* Experience in sales and sales processes
* Excellent presentation and communication skills English: proficient
* Business level local language: expert
#SAPSFEMEANCareers
We are SAP
SAP innovations help more than 400,000 customers worldwide work
together more efficiently and use business insight more effectively.
Originally known for leadership in enterprise resource planning (ERP)
software, SAP has evolved to become a market leader in end-to-end
business application software and related services for database,
analytics, intelligent technologies, and experience management. As a
cloud company with 200 million users and more than 100,000 employees
worldwide, we are purpose-driven and future-focused, with a highly
collaborative team ethic and commitment to personal development.
Whether connecting global industries, people, or platforms, we help
ensure every challenge gets the solution it deserves. At SAP, we build
breakthroughs, together.
Our inclusion promise
SAP’s culture of inclusion, focus on health and well-being, and
flexible working models help ensure that everyone – regardless of
background – feels included and can run at their best. At SAP, we
believe we are made stronger by the unique capabilities and qualities
that each person brings to our company, and we invest in our employees
to inspire confidence and help everyone realize their full potential.
We ultimately believe in unleashing all talent and creating a better
and more equitable world.
SAP is proud to be an equal opportunity workplace and is an
affirmative action employer. We are committed to the values of Equal
Employment Opportunity and provide accessibility 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: Careers.NorthAmerica@sap.com or
Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA:
Careers@sap.com.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without
regard to their age, race, religion, national origin, ethnicity, age,
gender (including pregnancy, childbirth, et al), sexual orientation,
gender identity or expression, protected veteran status, or
disability.
Successful candidates might be required to undergo a background
verification with an external vendor.
Requisition ID:323031 | Work Area: Presales | Expected Travel: 0 - 10%
| Career Status: Professional | Employment Type: Regular Full Time |