.What We Offer: Our company culture is focused on helping our employees enable innovation by building breakthroughs together.
We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose.Role Description: 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 solutions can solve the customer's problem and is the right choice over other competitive offerings.
During these cycles, they often take on the role of a Solution Captain.
In addition to deal support, a Presales Senior Specialist collaborates with sales and IVE teams to plan and execute business development strategies through the use of Design Thinking tools and techniques.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.Conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.Demonstrate deep knowledge of SAP solutions and appropriate industries in order to 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 (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 participants 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