Presales Customer Solutions Director (West Region)

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Customer Solutions Director – West Market Unit


The Customer Solutions Director (CSD) leads and manages all presales activities for a given set of accounts aligned to the Market Unit and serves as a confidante to the sales team to develop strategies and engage appropriate Solution Advisory (SA) presales specialists in targeted opportunities.  The CSD is an evangelist for the holistic SAP Intelligent Enterprise strategy encompassing the full solutions portfolio (including Partner extensions).  CSDs engage with customers to ideate and architect solutions that address their most complex business problems.  Successful CSDs possess strong orchestration, collaboration, solution selling and value-based selling skills.  A typical “day in the life” will encompass many interactions…  large and small, simple and complex… including:


Lead and Manage

  • Serve as the single point of presales contact for Account Executives (AE) in support of both short and long term account and revenue objectives.
  • Work closely with AEs to qualify opportunities and collaborate on the selling strategy to determine the proper timing and extent of presales and other Value Added Team (VAT) engagement.
  • Partner with sales leadership to prioritize presales activities and investments on the most impactful revenue generating and brand recognition opportunities, along with Market Unit and regionally-focused initiatives
  • Work with SA leadership to assign the right SA presales specialists in support of qualified opportunities and to foster continued individual and team development.
  • Embrace diversity and creative collaboration to craft a unique, compelling vision with clear supporting themes on which the VAT can anchor their respective efforts and deliverables.
  • Collaborate with all constituents, including the customer, to establish prescriptive and viable timelines, milestones and mutually agreeable deliverables that ensure successful progression through the phases of the sales engagement.
  • Hold yourself and others accountable - own the quality of the SA-specific deliverables (presentation, dry-run, demonstration, etc.) and the overall outcome of the Solution Proof phase of opportunity pursuits. 
  • Play a critical post-sale supporting role in ensuring continuity and success in the customer’s subsequent adoption, consumption and further expansion of SAP solutions
  • Deeply engage with customers in strategic accounts, actively participating in customer business reviews and serving as an evangelist and leader for the team.


Evangelize, Educate and Inspire

  • Evangelize the complete SAP strategy and solution set in discussions with  internal teams and customers to shape perspectives and drive others to action. 
  • Demonstrate solid understanding of best practice business processes, core industries prevalent in the Market Unit, and competitive solutions.
  • Be resourceful, creative and able to work collaboratively with the entire VAT (incl. partners), especially Value Advisors (VA), Enterprise Architects (EA), Business Architects (BA) and Industry Advisors (IA)
  • Exemplify and champion a true “customer first” mindset in every interaction – focus on the long term success of the customer thru strong SAP solutions, experience and partnership backed by relevant industry and customer references


Develop People

  • Actively coach Best Run behaviors and provide constructive, fact-based feedback (both informal and formal) to continuously elevate performance
  • Embrace and enforce consistent presales processes, including opportunity qualification and context, dry-runs, discovery sessions (w/ and w/o customer interaction), digital assets and other tools to ensure superior and compelling demos, presentations, POV’s and other deliverables.
  • Consistently model Best Run behaviors and inspire SAP’s next generation of presales leaders.  Help identify and mentor rising talent thru real-world field interactions and high impact initiatives.
  • Enthusiastically promote and reward excellence by leveraging formal and informal recognition programs to applaud the outstanding performance and behaviors of others.


The ideal candidate will bring:

  • Empathy, passion and confidence… blended with natural curiosity and adaptability.
  • 5+ years of relevant experience including  People Management (building and motivating teams), Sales and Sales Processes, Performance Management, and delivery of high volume/short duration work packages.
  • Strong Cloud acumen re: enterprise class business solutions and supporting architectures including SaaS, hyperscalers and hybrid deployment models.
  • Proficiency in one or more enterprise application disciplines addressed thru SAP’s suite of solutions.  Depth of knowledge in SAP’s specific offerings a plus.
  • Proven executive communications and presentation skills.



We are SAP

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.

Requisition ID:324296 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Requisition ID:  324296
Posted Date:  Jun 10, 2022
Work Area:  Presales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Newport Beach, CA, US, 92660

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Nearest Major Market: Orange County
Nearest Secondary Market: Los Angeles

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