SAP General Business Presales (Senior) Specialist S/4 HANA Job in Walldorf/St. Leon-Rot, Germany
Requisition ID: 132471
Work Area: Presales, General Business Middle and Eastern Europe
Location: Walldorf/St. Leon-Rot , Berlin or Moscow
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
Reporting to: Head of General Business Presales
As you know, SAP’s vision is to help the world run better and improve people’s lives.
As THE cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries Run Simple.
We empower people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.
At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. Here, you work alongside creative thinkers who share your interests, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you’re able to build your career. It’s no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.
PURPOSE AND OBJECTIVES
SAP delivers solutions that combine innovations in cloud, analytics, applications, mobile and database technology, created by creative people who can imagine a better-run world. We invite you to come join us as the fastest growing major player in the cloud. SAP grew the On Premise and Cloud revenue numbers in the last years. We will accelerate this success in 2017 by further investing in our sales capabilities for General Business in the Middle and Eastern Europe (MEE) region and as such help to transform the way companies do business with each other and with their clients.
EXPECTATIONS AND TASKS
The General Business Presales (Senior) Specialist possesses business and technical knowledge of SAP solutions – On Premise and Cloud. He/she participates in sales cycles as a member of the virtual account team. The GB Presales Specialist is responsible for providing pre-sales support for the SAP products and the partner offerings virtually and at the customer site.
He/she interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions.
Target Market are is the General Business segment in the MEE Region.
The Sales motion in General Business can be direct Sales – led by the GB Sales teams from the different Market Units – or Indirect Sales where a VAR (Value Added Reseller) is leading the Sales Opportunity.
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 software demonstrations in support of sales cycles. Preparation includes personalization of demos to meet the needs of prospective customers and personalization of demos to ensure delivery of a simple, appealing and compelling presentation.
Ensure technical/functional win in sales opportunities.
Collaborate with sales teams in the different Market Units to participate in various one-to-many lead generating activities.
Collaborate with the sales team to identify whitespace opportunities at accounts or in territories.
Support sales campaign development and preparation.
Collaborate with sales teams to plan account strategies through participation in informal and formal territory planning sessions.
Enable the sales force to articulate the value proposition.
Identify and develop Sales Plays.
Pro-actively push solution related information to sales.
Become role model and champion for the General Business sales motion – adapt and further develop best practices on how to engage with customers and partners.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Bachelor equivalent is a minimum requirement, Master / MBA / Ph.D. optional
Fluent German and English language skills
Senior Presales and consultative selling skills
In-depth knowledge of the Solution suite
a broad experience with SAP ERP Solutions with more detailed knowledge in Financial or Logistics processes
good understanding of the SAP Technology – more specifically the SAP HANA Platform
Outstanding drive for execution
Excellent presentation, communication and negotiation skills
In-depth knowledge of the market and competitive situation
Excellent communication skills and ability to network within a client ́s organization and access decision makers as well as understand client business needs and pain points.
Active in social media, for example Twitter, blogging, Xing, LinkedIn, etc.
Proven interpersonal and team skills at all levels and in multi-cultural environments
Ability to getting things done in an organizational matrix environment
Strong business acumen and understanding of SAP business strategy and solutions, partners, markets and competition
Strong problem solving skills and ability to de-escalate problematic situations
Open mindedness and ability to quickly adapt to new requirements
Proven “can do / will do “ attitude
2-5 years of SAP Solutions presales, solution specialist or equivalent customer facing experience
Successful track record in selling and/or supporting complex software or cloud deals with revenue targets
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, sensory 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 contact us at Careers.Germany@sap.com . Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: Virtual - Germany