Head of Presales GC

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GC Presales head will focus on driving profitable cloud growth & predictable business outcome through targeting new customers, re-engaging with dormant accounts, shifting existing on-prem customers to cloud, achieving Best-in-Class renewals rate and so on.

Aims to achieve GC cloud booking targets and CCB Growth target with sales together.

The role is a focal point with global presales team, responsible for cascading and rolling out global strategy and innovation programs in GC region


This position takes charge of the whole GC Presale team. HXM, ISM, DSC, BTP and Architect presales teams will direct report to this role. Five MUs’ presales teams also dot-line report to this role. Total presales team size is about 200.


Key Responsibilities & Tasks


GC Presales head is responsible for supporting the success of direct reports and the success of all employees within the broader team. The position holder is expected to know about the members of the extended team and share insights with peer managers and to identify opportunities to coach and recognize employees directly, providing timely feedback
GC Presales head leads the vision creation process and oversees the strategy execution of GC presales team. She/he has the overall responsibility of directing the coordination and integration of presales to provide vision and direction that meet customer business drivers and focus on customer-specific value propositions. 
GC Presales head will be responsible for assisting assigned executive management in driving the development and execution of the business plan, and will serve as a senior member of the team driving strategy which translates to the achievement of revenue and profitability targets of GC.

The major objectives of
GC Presales head are:

  • Drive customer success in supporting sales with a best-in-class presales team
  • Build a highly motivated presales team
  • Close alignment with sales management and the GC ICA head (strategy & execution)
  • Develop and drive the respective presales strategy
  • Drive continuous improvement of presales team
  • Create/Implement new ideas to boost pipeline, win rates and to drive strategic projects
  • Build key relationships with selected customers to sponsor and execute on customer innovation
  • Represent presales within Sales Leadership Team
  • Lead GTM and headcount requirement planning
  • Align with COE on solution support strategy
  • Align with MU on industry support strategy
  • Equip & certify ICA & sales team with the newest SAP Cloud solution


Planning Responsibilities:

  • Set/Monitor objectives, break down Global/GC presales strategy to the team, provide clear guidelines, support the GTM
  • Resource planning, recruiting & talent development according to region/MU/LOB aligned plan; Define skill requirements, identify skill gaps and take appropriate action in their team/hub
  • Regularly review current plan and organization. Identify key market trends and translate them into actionable programs


Leadership & Change Management Responsibilities:

  • Align to the SAP Leadership Principles to drive simplicity, develop amazing talent, ensure customer success
  • Provides overall vision, leadership and management to the assigned presales organization
  • Lead by example, live the SAP values in the daily routine, executive sponsorship to strategic deals
  • Drive consistent presales processes, closely manage team budgets and cost (according to F4P)
  • Define and oversee the execution of programs designed to develop next practices
  • Provide feedback to global and the hubs on the presales organization and practices
  • Lead the team to consistently deliver relevant, impactful and compelling messaging in every interaction of the customer lifecycle
  • Drive adoption of global best practices in the regional LOB
  • Provide thought leadership in matters concerning the creation and deployment of virtual teams to effectively engage with customers and prospects and execute the processes of customer engagement lifecycle.


Monitoring and Controlling Responsibilities:

  • Monitor presales performance holistically, take corrective actions
  • Define and oversee the execution of programs designed to increase pipeline
  • Uncover opportunities to generate demand with customers to help drive additional revenue 


Development & Coaching Responsibilities:

  • Build & manage a world class presales team
  • Ensure the teams meet rapidly evolving business needs
  • Understand any potential knowledge gaps that exist within the team. Identify areas of development for each team member and work with each individual to define and execute a tailored learning plan
  • Foster an atmosphere of continuous learning and improvement
  • Participate in customer meetings, dry runs, provide regular feedback and coaching in a constructive manner
  • Executive sponsorship on selected key deals


Collaboration & Alignment Responsibilities:

  • Build key relationships with Sales leaders and managers in order to ensure that presales Engagement model and other support best practices are embraced.
  • Actively participate in the MU/regional/LOB Presales leaders hub to define common standards and practices
  • Liase with the regional sales organization and presales
  • Lead or actively participate in the solution and role-based hubs of within their domain, drive and facilitate best practice sharing
  • Deal qualification and resource allocation in strong alignment with BA/PCSMs/MU Presales manager


Experience & Educational Requirements

  • 15+ years of relevant sales, sales support or partnering, field services, industry experience is required. 
  • Bachelor's degree in Business Administration, Engineering or Computer Science required.
  • 10+ years in SAP solution supporting experience and 5 years of people management experience
  • 5+ years in Cloud marketing supporting experience



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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.

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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: 376004  | Work Area: Presales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.

Requisition ID:  376004
Posted Date:  Nov 3, 2023
Work Area:  Presales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Beijing, CN, 100016

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