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Platform & Technology Presales Specialist Job

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Date: Aug 9, 2019

City: Lisboa, 11, PT

Company: SAP



Requisition ID: 222839
Work Area: Presales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time

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.

The P&T Presales Specialist possesses advanced/specialist level knowledge of SAP technology stack that supports technically the Intelligent Enterprise framework, from architecture, administration, development and integration. Also, P&T Presales Specialist participates in sales cycles as a member of the virtual account team in support of the sales account strategy.

A Presales Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role during an active sales cycle is to gain the acceptance from the customer that SAP Platform & Technology solutions, mainly SAP Cloud Platform, can solve the customer’s problem and is the right choice over the other competitive offerings, besides assuring the technical requirements of SAP Intelligent Enterprise framework solutions.

During these cycles they often take on the role of a Solution Captain. In addition to deal support, collaborating 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, SAP Platform & Technology 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.
  • Demonstrate deep knowledge of SAP and SAP Platform & Technology 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 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 and DG activities to lead the market, eco system, partners and alliances
  • 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

 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

Customer-Oriented Skills:

  • Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyse a prospect’s requirements and present to a compelling business value message of a solution
  • Possess deep and expert knowledge of customer experience processes
  • Demonstrated ability to present business solutions to executive levels with a focus on solutions selling
  • Provide presales support to the largest, most well-qualified deals
  • Ability to, review and augment Proof Of Value documents, and various project plans involving SAP technologies
  • Able to work independently and multi-task while managing multiple customer opportunities at a time
  • Ability to give guidance and consult with customers on various levels of the organization.

Business and Leadership Skills:

  • Demonstrate a team attitude and leadership
  • Ability to act as a mentor due to outstanding character, judgment and knowledge
  • Excellent written and verbal communication skills
  • Proven ability to manage time and deliver on deadlines
  • Experience developing and presenting clear and concise product briefings: Proven ability to unearth business requirements & Drivers; Proven ability to map business drivers & initiatives to technology offering & differentiators
  • Able to lead teams of solution consultants on Proof Of Values, Solution/Architecture Planning and custom demos.
  • Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges 



3+ years of hands-on customer facing SAP Applications Technology experience, with system architecture, administration, development and/or integration of SAP solutions

2-4 years of solution specialist (or equivalent customer facing) experience in SAP Technology layer, Database & Data Management solutions and SAP Cloud Platform

5+ years working with SAP Application Technology, Platforms and Tools

Expert knowledge/expertise on end to end processes/solution matching

Experience in sales and sales processes

Business level local language: native



Bachelor’s / Master’s degree in Engineering or Computer Science, Business Administration required from an accredited university

Very high proficiency in customer communications and presentations is required

Willingness to undertake customer related travel on short notice

Fluency in English is a MUST, any other language an asset


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.

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: or, APJ:, EMEA:

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

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