Requisition ID: 221287
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.
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 (VAT team) in support of the sales account strategy.
A Presales Senior Specialist interacts with prospective and existing 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. This involves understanding customer challenges / driving factors for software change, designing presentations and demonstrations, contributing to and executing of sales strategies. During these cycles they often take on the role of a Solution Captain and leads presales teams in to sales pursuits. In addition to deal support, a Presales Senior Specialist collaborates with sales, product/ solution management and industry value engineering teams to plan and execute business development strategies.
Compose and deliver superior sales presentations and solution demonstrations 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 including C-Suite executives.
Personalization of sales content / demos 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 to build relationships with the customer and understand their unique needs.
Demonstrate deep knowledge of SAP solutions and appropriate industries and 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.
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).
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.
Participate in trainings in the latest new releases of our SW and develop close relationships with sales teams in order to promote the new products
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.
6+ years of presales / consulting / software implementation experience
4+ years of experience in business in the areas of Order-to-Cash (Quotes, Order Management, Pricing, Shipping, Distribution, Customer Management, Billing, Revenue Recognition)
Excellent presentation and communication skills
Experience in sales and sales processes (RFx responses / Sales strategy and execution etc.)
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Bachelor equivalent: minimum requirement
Master equivalent: optional
MBA / Ph.D.: optional
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now.
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 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).
Successful candidates might be required to undergo a background verification with an external vendor.
Nearest Major Market: Washington DC
Job Segment: Engineer, ERP, Consulting, Business Development, Implementation Manager, Engineering, Technology, Sales