What we offer: The Presales role is at the heart of everything we do at SAP SuccessFactors. We are building the best presales team in the industry and are looking for people from a diverse variety of backgrounds. Your previous role could be in solution consulting/presales, as an HR practitioner, consultant, account executive or a related role. The most important skills that you will possess are world class presentation skills, a passion for your work,
a willingness to learn from the best in the industry and the ability to have fun whilst doing so.
KEY AREAS OF RESPONSIBILITY AND TASKS:The HXM Presales possesses advanced level knowledge of SAP SuccessFactors and partner software solutions and participates in sales cycles as a member of the sales account team in support of the sales account strategy. Your job will be to work with prospective and existing customers to showcase the vast range of capability that our software provides and to get people excited about what a difference modern cloud technology could bring to their business. You will be teaming on with sales reps and SAP partners ecosystem supporting the buying journey of our EMEA North client through remote discovery conversations, remote solution demonstrations/presentations, executive meetings and follow-up discussions. The objective is to support sales teams in qualifying client needs, translate their business pains into a compelling story on how our Hire to Retire solutions could help them overcome these challenges and why SAP is the right choice over the other competitive offerings.
Deal Support:Compose and deliver innovative presentations that break away from the confines of slideware. Your personal style is most important as there is no template for creating a memorable presentation.You will be able to leave a strong positive impression with HR and IT audiences which challenge conventional thinking. The presentations must articulate the sales message, differentiate SAP SuccessFactors, 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 or providing complementing presales support to our channel partners. Preparation includes personalization of materials to ensure delivery of a simple, relevant and compelling customer presentations.In advance of a demonstration/presentation, conduct discovery sessions with clients to build relationships and understand their unique needs.Demonstrate deep knowledge of SAP SuccessFactors solutions and appropriate industries to maintain credibility with prospective customers.Provide proof points with relevant customer stories.Assist with RFP and RFI completion to support 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 participants to support a successful customer presentation or demo.Effectively leverage support teams who are there to support presales success (Global / Regional Solution Specialists, Center of Excellence, Industry Value Engineers, Solution Hubs, Deal Advisors, Solution Experience, Product Management).Demand Generation:Collaborate with the sales team to identify whitespace opportunities at accounts and support them with the positioning of SAP SuccessFactors.Support demand generation activities, including presenting at events for the solution, developing reference customers, competitive positioning and analysis.Lead workshops to promote new and innovative solutions for customers and prospects.Sales Readiness:Develop close relationships with HXM sales team and the wider sales teams in order to provide proactive support and increase HXM's footprint.Serve as a champion for SAP SuccessFactors within the wider SAP organisation and provide training and support to colleagues as needed.Is proactive in sharing their knowledge with the greater presales' community through Solution Hubs or other enterprise social media where collaboration takes place.Collaborate with sales teams to plan account strategies through participation in informal and formal account reviews.Stay up to date with the latest SAP solutions as well as industry trends. Maintain a close understanding and appreciation of competitive solutions.WHAT YOU NEED TO HAVE:Driven To Be The Best. Self-Motivated. You love to win. There's nothing like the feeling of being the best and exceeding expectations. Be all that you can be - is something you strive for every day.Memorable Presenter. You can take customer requirements and demo scripts and make it entertaining, exciting and compelling with unusual insights that customers will remember.
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