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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 Costing module 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 cycles they can take on the role of a Solution Captain managing complex customer engagements. In addition to deal support, a PreSales Senior Specialist collaborates with sales and XME teams to plan and execute business development strategies through the use of creative techniques such as Design Thinking.
ERP Deal Support (Costing module) :
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.
In addition, plan and conduct dry runs with the sales to align and rehearsal the planed customer presentations
Has broad knowledge of the SAP solution portfolio and the ability to cover discussions and provide a point of view across the SAP portfolio.
Has deep knowledge of the SAP solution portfolio to demonstrate many / all products within at least one major solution area in order to maintain credibility with prospective customers.
Provide proof points with relevant customer stories.
Has knowledge of appropriate industries and can provide industry specific solutions insights and perspective to our customers.
Stays current on solution and industry updates in their domain leveraging SAP learning maps etc. Maintain a close understanding and appreciation of competitive solutions.
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).
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.
Build close customer relationships
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.
Experience & Language Requirements
7+ years of presales experience
Proven experience with years of selling and / or implementing ERP Costing module
Knowledge of business operations and procedures for ERP Costing module
Experience in SAP or competitive costing platform / s, with significant innovation, focus, preparation and credibility (from expertise) to deliver effective winning presales engagements.
Ability to articulate business case and benefit of ERP costing module for customers
Analytical mind with problem-solving aptitude
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
Bachelor equivalent : minimum requirement