Head of Presales - ISBN EMEA South

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The Head of Presales leads a team of creative and talented Presales Specialists and/or Principals as well as Presales Managers. The Head of Presales combines strong leadership skills defining and implementing the team´s strategy with a deep knowledge of the solutions in the Intelligent Spend Management and Business Network space. The Head of Presales makes sure the team performs at its best and has the right knowledge, skills, and conditions to win the market. The Head of Presales provides leadership and mentoring for his team and develops the team members’ solution and sales skills to optimize team performance. To ensure continuous success she/he will foster a growth mindset environment. She/he must possess strong solution selling and value-based selling skills. The Head of Presales ISBN is strongly aligned to his peers in the Industry & Customer Advisory (ICA) team to put in practice One SAP in all customer interactions as well as with the regional sales leader for ISBN to plan and execute on the GTM plan.



Strategic guidance and leadership:

  • Making ICA´s vision of consistently exceeding customers’ expectations to get the intended impact in every interaction by exploiting VAT passion for customer success a reality in the ISBN presales team
  • Shaping and implementing the ICA strategy in the ISBN presales team to ensure success.
  • Set a vision and goals for the team
  • Lead strategic programs at regional level


Operational Task:

  • Analyze and help qualifying opportunity to staffing and assign tasks to his team members properly
  • Coach and support ISBN presales to define the opportunity strategy and design the engagement execution to increase win rate
  • Lease with sales to monitor and review the deal execution to ensure swift deal maturation.
  • Continuously check the quality and the approached delivered by the team to ensure excellence in delivery and customer interaction
  • Coach, Drive and foster innovation in Customer engagements


Team Development Task:

  • Identify areas of development for each team member and work with each to define and execute a tailored learning plan including managers reporting to her/him. Foster an atmosphere of continuous learning and improvement.
  • Run a dry run framework to ensure continuous improvement of the teams ‘performance
  • Monitor the development activities for your team members toward their 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 regular SAP Talk conversations.
  • Help develop the larger presales organization through leadership of a Solution Hub which provides enablement and a voice of the field to solution management.


Solution Readiness Tasks/Solution Hub:

  • Run the regional Solution Hub by ensuring enablement needs for your MU or Region are achieved based on the skill-gaps on your team.
  • Maintain a high-level knowledge of SAP’s solution suite in the specialization area of ISBN.
  • Understand the key competitors and insure their team members understand and leverage SAP’s unique value wedges in every customer interaction.
  • Understand fully the demo assets and enablement assets that should be leveraged in the market unit/region and making sure any gaps in needs are addressed.
  • Engage in supporting marketing events in assigned specialization where appropriate.


Additional Information
As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.


Required skills:

  • Strategic thinker
  • People motivators and natural leader
  • Passion for innovation and out of the box thinker
  • Solid solution knowledge in the ISBN space



  • 10+ years of relevant presales experience with 2-4 years of people management experience
  • Good knowledge in the ISBN solution portfolio.
  • Experience in:
    • People Management
    • Performance Management
    • Sales and sales processes
    • Delivery of high volume short duration work packages
    • Building and motivating teams



  • Bachelor equivalent: minimum requirement
  • Master equivalent: optional
  • MBA / Ph.D.: optional




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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.


Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.


SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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:


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:334350 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time  | Additional Locations: 

Requisition ID:  334350
Posted Date:  Jun 16, 2022
Work Area:  Presales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Madrid, ES, 28043

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