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Presales

Solution Presales Advisor - BRIM - West

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

 

 

The Solution Presales Advisor possesses advanced / expert level knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team (VAT team) in support of the sales account strategy.

 A Solution Advisor interacts with prospective and existing customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the Solution Advisor during an active sales cycle is to gain acceptance from the customer that SAP solution can solve the customer’s problem and is the right choice over the other competitive offerings. This involves understanding customer challenges / driving factors for software change, designing presentations and demonstrations, contributing to and executing of sales strategies. During these cycles they often take on the role of a Solution Captain and leads presales teams in to sales pursuits. In addition to deal support, a Presales Senior Specialist collaborates with sales, product/ solution management and industry value engineering teams to plan and execute business development strategies.

Deal Support:  

  • Compose and deliver superior sales presentations and solution demonstrations covering SAP 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 including C-Suite executives. 
  • Personalization of sales content / demos 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 to build relationships with the customer and understand their unique needs.
  • Demonstrate deep knowledge of SAP solutions and appropriate industries and 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.
  • 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.
  • 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

  • Participate in trainings in the latest new releases of our SW and develop close relationships with sales teams in order to promote the new products
  • 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.

WORK EXPERIENCE:

  • 6+ years of presales / consulting / software implementation experience
  • 4+ years of experience in business in the areas of SAP Billing and Revenue Innovation Management (BRIM) and/or its components, including
    • Financials, Contract Accounting (FI-CA) or related industry solution
    • Convergent Invoicing
    • Convergent Charging
    • Subscription and Order Management (SOM) module of S/4 Service Management
  • Familiarity with SAP Revenue Accounting and Reporting (RAR)
  • Excellent presentation and communication skills
  • Experience in sales and sales processes (RFx responses / Sales strategy and execution etc.)

 EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

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

#CInOjobsatSAP

 

 

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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

 

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:303410 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: Virtual - USA

Solution Presales Advisor - BRIM - West

Facility:  303410
Posted Date:  Oct 20, 2021
Work Area:  Presales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Palo Alto, CA, US, 94304


Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Engineer, ERP, Business Development, Consulting, Implementation Manager, Engineering, Technology, Sales