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Presales Senior Specialist
Responsible for providing technology support and technical services to both internal and external clients during the sales activities. Provides pre-sales and/or post-sales support of products/systems. Provides technical support to sales presentations and product demonstrations. Delivers, helps develop and maintains standard product demonstrations and materials to secure business and increase revenue. Understands business and industry; realizes product's return on investment and drives knowledge into sales force.
Key Responsibilities & Tasks
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 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 HRVA teams to plan and execute business development strategies through the use of creative techniques such as Design Thinking.
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. In addition, plan and conduct dry runs with the sales to align and rehearsal the planed customer presentations
• Has broad knowledge of the SAP HXM solution portfolio and the ability to cover discussions and provide a point of view across the SAP HXM 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).
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.
• Build close customer relationships
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.
Deal / Account Support Tasks (70%):
• Support and liaise with sales in account planning activities to build the customer vision
• Single point of contact for Sales into the PreSales organization for his domain
• Support sales in building a trusted relationship in both IT and LOB
• Research, document account and industry context maps, understand the account’s business model
• Jointly with sales executes the account strategy
• Deliver executive workshops leveraging design thinking infusing innovative approaches
• Aligns with business stakeholders, discovers & documents business capability requirements / use cases
• Designs solution landscape with EA and Solution specialists that meets customer requirements
• Qualify sales opportunities and identify the appropriate PreSales services
• Assures PreSales resources allocation, supported by PreSales/resource managers
• Designate need and source of a PreSales Lead / Solution Captain
• Delivers solution positioning, provides at a level 1 solution overviews
• Monitor execution (dry-runs) to ensure highest quality of customer engagement
• Monitor impact of PreSales Specialist, provide feedback on quality of work
Business Development / Readiness Tasks:
• Collaborate with the sales team to identify whitespace opportunities at accounts
• Participate in one to many marketing events for specific industries or solution areas
• Deliver business workshops to discover and identify business needs
• Build close customer relationships
• Stays current on solution and industry updates in their domain leveraging SAP learning maps etc. Maintain a close understanding and appreciation of competitive solutions.
• Actively participates in the solution HUB of their primary and secondary specializations
Account-Planning & Management Responsibilities
• Define with sales executive the account strategy and identify of business needs & incremental opportunities
• Research account and industry context maps, understand the SAP solution scope and possible customer needs
• Support and liaise with sales in account planning activities to build the customer vision based on solution scope
• Single point of contact for sales into the PreSales organization/VAT team
Engagement Support Responsibilities
• Review/ensure professional opportunity qualification with sales (according to F4S)
• Plan deal execution (activities, PreSales skills, win themes and expected outcomes)
• Orchestrate required VAT experts from PreSales and other SAP organizations (COE, XME, IBU, partners etc.)
• Consult executive with SAP solution requirement scope & fit
• Deliver & support business process and business model innovation workshops (design thinking)
• Cooperate with the VAT in Digital Transformation projects
• Discover business needs and map solutions capabilities and explain business impacts to Executives
• Design business architecture that meet customer needs and is supported by multi-solutions
• Design/validate and drive solution roadmap with EA and solution specialists that meet customer requirements
• Ensure BoM preparation according the defined solution landscape and business needs
• Ensure hand over from PreSales to DBS/CEE/Partners
• Continue nurturing the long-term Customer Relationship
Experience & Educational Requirements
Experience & Language 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 in Arabic and English: proficient a Must
Business level local language: expert
Education
Bachelor equivalent: minimum requirement
Master equivalent: optional
MBA / Ph.D.: optional
Professional Training & Certification
Value Engineering
Industry Certification
We build breakthroughs together
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.
We win with inclusion
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: Careers@sap.com
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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: 372869 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.