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Presales Manager-Architects Job

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Date: Jun 11, 2019

City: Johannesburg, GT, ZA

Company: SAP

 

 

Requisition ID: 218857
Work Area: Presales
Expected Travel: 0 - 20%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

PURPOSE AND OBJECTIVES

The Presales Manager leads and manages a team of presales experts focused on architecting SAP solutions for key customers in Africa. S/he is aligned to one or more sales teams to help plan sales strategies and to engage the appropriate presales teams for qualified sales opportunities. A Presales Manager provides leadership and mentoring for his / her team, and develops the team members’ business and sales presales skills to optimize team performance. A Presales Manager must possess strong solution selling and value-based selling skills, and be able to mentor and coach his / her team members in support of sales cycles.

 

EXPECTATIONS AND TASKS

Presales Execution Tasks:

  • Collaborate with presales and sales management and sales account executives to plan account strategies through participation in informal and formal account reviews
  • Demonstrate innovative approaches to sales cycles and pipeline development
  • Balance the required presales investment with the value of each opportunity, challenging when appropriate
  • Engage the appropriate presales team for qualified sales opportunities, including the identification of a presales lead / solution captain
  • Enforce consistent presale processes, including CRM-based opportunity management, dry-runs and discovery sessions, to ensure superior demos and presentations With select sales cycles, build strategic partnerships with key decision makers in customer organization
  • Monitor the impacts of each presales team member throughout each sales cycle in order to fairly compensate each once the deal closes
  • Maintain high-level knowledge of SAP’s entire solution suite and key competitors
  • Balance the utilization level of the team, including investment in business development activities as necessary to build the pipeline for the aligned sales teams

 

Team Development Task :

  • Identify areas of development for each team member and work with each to define and execute a tailored learning plan. Foster an atmosphere of continuous learning and improvement
  • Monitor the development activities for your team members toward their industry and solution learning goals
  • Provide feedback and coaching to your team members after dry-runs, demos and presentations in order to help them hone their skills
  • Provide formal oral and written feedback to your team members during semi-annual performance management reviews
  • Ensure a fair compensation process for software revenue activities. Maintain notes for each sales opportunity, and conduct interviews after each win in order to accurately and thoroughly measure the impact of each contributor
  • Propel all your team members toward their revenue targets. Involve each team member in at least one deal per quarter, and aim for target quota attainment by most of your team members
  • Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice of the field to solution management
  • Be resourceful and creative; Consider how existing solutions might be combined to engender new sales opportunities; Try innovative approaches and techniques

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Bachelor equivalent: minimum requirement

Customer Focus and experience

Business Acumen

Innovative Thinking

Project Management

Solutions mapping

Executives Communication

Conflict Management

 

WORK EXPERIENCE

8+ years of relevant presales or business experience with 1-2 years of people management experience

Proficiency in one or more application/solution areas from the SAP Portfolio

Leadership, drive for results and “can do” attitude

Experience in:

People Management

Performance Management

Sales and sales processes

Delivery of high volume short duration work packages

Building and motivating teams

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

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 and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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