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Presales Senior Specialist -Technology Platform and Technology (P&T) Job

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Date: Jun 15, 2019

City: Madrid, MD, ES

Company: SAP



Requisition ID: 218522
Work Area: Presales
Expected Travel: 0 - 10%
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 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.





This role is focused on the broad portfolio of SAP’s Platform and Technology (SAP Hana, Analytics, Leonardo, SAP Cloud Platform, Enterprise Information Management and Middleware solutions), supporting P&T sales teams as a subject matter expert in sales execution activities and support demand generation in the Market Unit. The position requires a deep knowledge of the P&T strategy and execution, demand generation as well as deal support and solution excellence advisory, enablement and thought leadership in a fast-changing IT industry. As part of the Deal Execution Support the role requires a solution excellence focus on at least one primary and one secondary area to support as trusted advisor in customer engagements.






  • Drive deal support and support demand generation, pipeline build strategies and development of initiatives resulting in increased pipeline, revenue, and elevating SAP’s leadership position in the P&T solution segment
  • Act as key expert for SAP’s P&T solutions portfolio and serve as a link between Solutions Management, Line of Business / Industry Solution Groups and the market unit sales organization to oversee, influence, identify, develop, and help execute targeted sales opportunities with prospective customers
  • Articulate SAP HANA Platform value and broader P&T solutions capabilities – a critical requirement is the ability to position our P&T value proposition in context of the prospect’s business and technical strategies and plans
  • Position SAP’s competitive advantage internally to sales teams and externally to customers and partners
  • Assume a leadership role in advising solution strategies for targeted sales cycles at prospective customer accounts, including engaging partners in areas such as business development, solution development and solution cross-selling
  • Execute tactical sales plays tailored to specific target segments and accounts – with consideration to product lifecycle and customer roadmap
  • Act as trusted advisor for customers and as a role model for SAP’s values and best practices. Help customers become best-run businesses in their industry
  • Provide prospective customers with a roadmap from their current IT environment to SAP-based solutions.






  • At least 10 years (+) professional experience with large, global software/IT organizations with demonstrated expertise in at least one solution segment through Solution Management, Technical Sales or PreSales, Consulting or Business Development roles
  • Existing knowledge and expertise on SAP´s P&T solution portfolio and HANA Platform is essential
  • Solution & Technology expertise and background in Database, Information Technology, Data Warehousing, Analytics and Big Data is a key requirement for this role
  • Understanding fast changing technologies and markets and having background and deeper understanding of a corporate & enterprise unified logical data model approach spanning from IoT, Machine Learning to Core ERP, Data Warehousing and Big Data Integration
  • Deep knowledge on key Industries, core LOB processes and industry impact of the Digital Business Transformation
  • Knowledge and experience on competitive solutions in the area of Database & Data Management, In-memory DB technology, Predictive, BI and Analytics, Data Streaming, Data Science, Information Management & Middleware
  • Enterprise Architecture, converged infrastructure, logical DWH skills, PaaS, IaaS, SaaS as well as Data Science and Big Data Hadoop knowledge and related solution expertise are required
  • Implementation, integration, project experience and  customer facing
  • Business Development experience for hyper-growth and fast changing products (less than 6months cycle product release) with proven track record in driving constant pipeline creation and progression
  • Viewed as a solutions expert within the SAP or Subject Matter Expert community and capable of leveraging an extensive network on behalf of SAP that results in pipeline and revenue growth
  • Bachelor’s degree in Business Administration, Engineering or Computer Science or similar is required






  • Strong organizational skills to drive complex technology go to market within a highly agile & changing environment
  • Strong and proven programmatic skills to build and run campaigns and activities from strategic & operational point of view including management and reporting of campaign KPI´s
  • Ability to define and execute a Demand Generation and Deal support plan by effectively navigate & influence a matrix organization
  • Excellent internal & external communication skills in order to clearly articulate the technical and business value & differentiation of SAP HANA Platform scenarios in industry and competitive context
  • Excellent presentation skills with customers on C-Level executive as well as technical audience, partners, internal teams, in order to position the value of the P&T solution portfolio
  • Inspiring nature with creative business acumen, out-of-the box thinking, highly self-motivating personality to drive sustainable knowledge build for future business growth
  • Foster collaboration within Center of Excellence and the SAP extended team to drive large deal creation, business architecture in order to fully exploit HANA Platform reach into every market & segment



Good to have


  • Work effectively in a virtual global team environnent and generate high impact results across a diverse region
  • Deliver on quarterly business results including management reporting and forecasting
  • Flexibility in travel where required – approx. 50%





  • Bachelor’s degree in Business Administration, Engineering or Computer Science or similar is required



Language requirements:

  • Excellent presentation and communication skills English: proficient
  • Business level local language: native speaker: Spanish



Location:  Madrid preferred


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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