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Presales Senior Specialist - Public Sector - CZ



Requisition ID: 275925
Work Area: Presales
Expected Travel: 0 - 50%
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.

PreSales Solution Expert Role:
The PreSales Solution Senior Specialist / Expert identifies, understands, and defines customer needs in order to develop and maintain standard product demonstrations and materials to close business and increase revenue.  Provides additional support to account executives and conducts demonstrations for strategic purposes, including tradeshows and marketing events. The PreSales Expert is considered one of the most knowledgeable PreSales persons on a given solution or in a given indurstry in the Business unit they support. In this case we are looking for deep Public Sector experience on the Czech market.

Deal Execution / Demonstration Lead Tasks:

  • Responsible for highly complex / visible pre-sales and/or post-sales support of company products/systems.
  • Provides advanced-level technical support to complex sales presentations and product demonstrations.
  • Provides answers to customer / internal SAP team inquiries concerning advanced solution topics focusing on driving customer success and business outcomes.
  • Provides software development and consultation to prospective customers.  
  • Supports regional and offshore Solution Experience teams to build demos based upon customer requirements to demonstrate feasibility of the application, often requiring rapid prototyping.  
  • Will participate in demo system design, planning and spec-out configuration requirements if needed.  
  • Participate in new product release input, testing and training of peers.

Strategic Tasks:

  • Quickly establishes oneself as the thought leader of the VAT and fine tunes account strategy.
  • Guides team in creation of overall theme & competitive differentiation (value wedges)
  • Executes vigorous dry runs on strategic deals and customer engagements.
  • Effectively transitions engagement to implementation partner / Field Services
  • Is proactive in sharing their knowledge with the greater PreSales community through Solution Hubs or other enterprise social media where collaboration takes place.
  • Has broad knowledge of the SAP solution portfolio and the ability to cover discussions and provide a point of view across the SAP portfolio.
  • Has deep knowledge of the SAP solution portfolio to demonstrate many/all products within at least one major solution area. 
  • Has knowledge of multiple Industries and can provide Industry specific solutions insights and perspective to our customers
  • Actively contributes to the Solution HUB supporting the HUB leader on developing and sharing best practices 

Experience & Language Requirements

  • 8+ years of presales experience 
  • 5 + years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
  • Demonstrates 10+ successful engagements 
  • Expert knowledge/expertise on end to end processes/solution matching
  • Experience in sales  processes
  • Excellent presentation and communication skills English: proficient
  • Fluency in Czech


  • Bachelor equivalent: minimum requirement

Professional Training & Certification 

  • Value Engineering
  • Industry Certification

Quantitative Key Success Factors

  • Software license 
  • Utilization Rate
  • Profitability/contribution
  • Total revenue of supported deals 
  • Number of deals closed 
  • Win/loss ratio of supported deals
  • Limited number of follow-up demonstrations

Qualitative Key Success Factors

  • Quality of business closed as defined by product expectations established by customer
  • Quality/quantity of references case for the solution
  • New customer names 
  • Quality of sales support deliverables including RFIs, RFPs and surveys
  • Effective knowledge transfer to colleagues
  • Breadth and depth of industry and business process knowledge
  • Activities performed and recorded to demonstrate the relationship with account team and peers

Customer/Partner Interactions

  • Customers
  • Prospects
  • Strategic Partners
  • Volume Partners


  • AEs/Sales 
  • Professional Field Services
  • Solution Advisors 
  • Value Engineering ( Advisors)
  • Product Development
  • Demo Solutions
  • Proposal Management Team
  • Marketing


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: 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.

Additional Locations

Presales Senior Specialist - Public Sector - CZ

Facility:  275925
Posted Date:  Jun 5, 2021
Work Area:  Presales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 50%

Praha 4, CZ, 140 00

Job Segment: Engineer, ERP, Product Development, SAP, Testing, Engineering, Technology, Research