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Presales Business Architect (f/m) Public Services & Utilities Job

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Date: Jun 15, 2019

City: Regensdorf, ZH, CH

Company: SAP

Requisition ID:213168
Work Area: Presales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF

Hiring Manager: Patric Imark 

Recruiter Name: Mehmet Kurnaz



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 Business Architect (f/m) Public Services & Utilities



The Business Architect is a key customer facing role within the Swiss Presales organization. The broad scope of deliverables includes long-term account and deal support as well as Business Development and Industry Leadership. It is therefore essential to have a deep knowledge of the business processes in Public Services and Utilities. Having a sound knowledge of the SAP Portfolio in these industries as well as being up to date with latest industry/solution trends is key. As a Business Architect for Public Services & Utilities you will develop your assigned accounts together with your sales counterparts. You will identify business needs and design solutions to address these. You need to be a seasoned deal qualifier judging the likelihood of sales success vs. costs and are prioritizing together with Sales and Presales Management. You need to be strong in deal strategy and competitive positioning and able to build trusted relationships with the customer as well as with your colleagues in the virtual account team and the SAP ecosystem. Handling pressure and managing multiple engagements simultaneously is a key asset. When it comes to larger opportunities it will be your task to articulate a compelling value proposition and define the business value.



  • Lead and support key deals for the assigned accounts in the Market Unit Switzerland
  • Execute the account strategy jointly with sales
  • Drive the deal from vision to use cases to tangible solution proofs
  • Build up a long term understanding of the customer and be aware of all opportunities ongoing at the customer
  • Build Business Processes and identify required Solutions
  • Evangelize business innovation in customer industry language
  • Orchestrate internal and external engagement as a deal captain
  • Orchestrate and run workshops using techniques like design thinking
  • Ensuring consistent storyline and readiness for workshop/demo delivery
  • Contribute to and give input to in-depth deal qualification to be performed (GO/NO GO) by Presales Manager
  • Build business cases at customers to proof the value



  • Bachelor equivalent: minimum requirement
  • Master / MBA / Ph.D.: optional
  • Native speaker equivalent German language skills, fluency in English. French / Swiss German skills are an advantage
  • Senior presales and consultative selling skills (> 5 years)
  • In-depth knowledge of the SAP Solution suite for Public Services / Utilities
  • Outstanding drive for execution
  • Excellent presentation, communication and negotiation skills
  • In-depth knowledge of the market and competitive situation in the public services market
  • Proven interpersonal and team skills at all levels and in multi-cultural environments
  • Ability to getting things done in an organizational matrix environment
  • Strong business acumen and understanding of SAP business strategy and solutions, partners, markets and competition
  • Strong problem solving skills and ability to de-escalate problematic situations
  • Open mindedness and ability to quickly adapt to new requirements
  • Proven “can do / will do“ attitude



  • 10+ years of relevant experience in Presales, Consulting, Business Development and / or experience in several business functions at customers in the above mentioned industries
  • Experience in: Industry specific business processes

            - Sales and sales processes

            - Teamwork

            - Delivery of high volume short duration work packages


Are you looking for a compelling career or an exciting adventure?

At SAP, you don’t have to choose. As the global leader for business software, SAP helps companies in more than 25 industries and has employees in 130+ countries—which means tons of opportunities for you to grow and expand your career. As the inventor and visionary that reimagines what’s possible in the digital economy, SAP is changing the game of business as we know it.


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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