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Presales Manager Job

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Date: May 19, 2019

City: Milan, MI, IT

Company: SAP

 

 

Requisition ID: 206690
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
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.

ROLE DESCRIPTION

The Presales Manager leads and manages a team of Presales Specialists and/or Principals. A Presales Manager provides leadership and mentoring for their team, and develops the team members’ solution and sales skills to optimize team performance.   A Presales Manager must possess strong solution selling and value-based selling skills. In many cases, a Presales Manager is also aligned to a solutions specialization or Line-of-Business category and is responsible for insuring the Region or Market Unit’s readiness for adequately selling those solutions.

 

Key Areas of Responsibility and Tasks

The Presales Manager leads and manages a team of Presales Specialists and/or Principals.  He or she has primary responsibility for the development of their team, thought leadership on creative and cost-effective support of revenue opportunities, and the deployment of Solution Engineers to influence customers and prospects to select SAP software.  They are tasked with coaching and developing a fully engaged and respected team that maintains a high state of readiness to rapidly and with high quality showcase the value of SAP solutions and innovation to our customers.  In addition, they will effectively balance skills and resource allocation to best support pipeline and revenue attainment including deal management and personal leadership for the most important and strategic opportunities in their Market Unit and in the Customer Experience Line of Business. 

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

The Presales Manager leads and mentors their team, and develops their team members’ solution and sales skills to optimize team performance.   A Presales Manager must possess strong solution selling and value-based selling skills. In many cases, a Presales Manager is also aligned to a solutions specialization or Line-of-Business category and is responsible for ensuring the Region or Market Unit’s readiness for adequately selling those solutions.

 

Team Development Task:

  • Understand the expertise and potential knowledge gaps that exist on your team. 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.
  • Lead your team to consistently deliver relevant, impactful and compelling messaging in every interaction of the customer lifecycle
  • Monitor the development activities for your team members toward their industry and solution learning goals.
  • At least once per quarter, provide feedback and coaching to your team members after dry-runs, demos and presentations to help them to continuously improve their selling, consulting and domain skills.
  • Provide regular formal oral and written feedback to your team members during SAP Talk discussions using SuccessFactors tools and applications.
  • Propel all your team members toward accomplishment of team/regional revenue targets. Involve each team member in at least one deal per quarter. .
  • 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:

  • Participate in the Solution Hub by ensuring enablement needs for your MU or Region are achieved based on the skill- gaps on your team.
  • Provide thought leadership in matters concerning the creation and deployment of virtual assets to effectively engage with customers and prospects
  • Maintain a high-level knowledge of SAP’s solution suite in the specialization area of responsibility.
  • Understand the key competitors and ensure team members understand and leverage SAP’s unique value wedges in every customer interaction.
  • Build key relationships and maintain a network of people in the IBU through the Solution Hubs that can be leveraged for market unit/regional support when necessary.
  • 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.

 

Experience & Language Requirements

5+ years of presales experience in Customer experience sector with 1-2 years of people management experience

Proficiency in one or more application from the Customer experience Cloud pillars (Commerce, Sales, Service, Marketing, Customer data cloud).

Experience in:

  • People Management
  • Performance Management
  • Sales and sales processes
  • Delivery of high volume short duration work packages
  • Building and motivating teams

 

#SAPCXCareers

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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