• Presales Expert Jobs in Italy

  • SAP Labs Pvt Ltd
  • Italy

Job Description:

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

Presales Customer Solutions Manager Role The Presales Customer Solutions Manager (PCSM) leads and manages all Presales engagements for a given set of opportunities aligned to a group of sales teams S/he works with the sales teams to support sales strategies by engaging the appropriate Presales team A Presales Customer Solutions Manager must possess strong solution selling and value-based selling skills, and be able to mentor and coach the assigned presales team members in support of sales cycles
Deal Execution Tasks Be the single point of contact for Sales into the Presales organization in support of their sales opportunities
Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews
Work directly with each Sales AE to assess the right time to engage presales resources and approve/deny the use of presales specialists in those sales opportunities
Assign the right presales team members to work each qualified sales opportunity in their territory (assign the VAT team)
When appropriate, assign a Solution Captain to an opportunity
Maintain intimate knowledge and status of each sales opportunity where Presales team members are being used and raise red-flags to the Sales Management when obstacles arise in the account
Personally get engaged in supporting the key deals in the territory through customer interactions and presentations where qualified
Utilize CRM and other Presales BI reports to provide feedback to sales on the effectiveness of Presales in supporting their accounts
Enforce consistent presales processes, including CRM-based opportunity management, dry-runs and discovery sessions, to ensure superior demos and presentations
Monitor the impact of each presales team member throughout each sales cycle in order to fairly compensate each once the deal closes
Maintain high-level knowledge of SAPs entire solution suite and key competitors

Business Development Tasks Collaborate with the sales team to identify whitespace opportunities
Be resourceful and creative in using Design Thinking processes to expand deals and create new opportunities in dormant accounts
Enterprise Architect Role The Enterprise Architect is a senior presales position who provides direct support to the sales and presales in the development and execution of strategies for SAPs Innovation platform of solutions in complex and strategic sales opportunities
The Solution Architect must be able to articulate for a customer the values of SAPs innovative platform across all 5 SAP market categories (Cloud, Mobile, Database & Technology, Applications and Analytics) and must also serve as a subject matter expert in one or more of these categories
As a solution expert, he/she will provide advanced solution knowledge and assist the local presales with qualifying customer technical needs, developing and presenting customer solutions and architecture roadmap, assisting with proposals and demos The Architect must also possess strong solution selling and value-based selling skills, and Design Thinking skills He/she often will hold Solution Captain/Lead role on complex opportunity and ensure that the various presales members working on the deal are coordinating their efforts to maximum impact, and that the solution strategy fits with the customer needs The architect also serves as a champion for assigned solution(s) and provides knowledge transfer to presales colleagues as needed

Sales Execution Tasks Support complex and strategic deals across the market unit and region in order to achieve SAP targets for software license revenue
Collaborate with local sales and presales teams to plan account strategies through participation in informal and formal account reviews
Be the subject matter expert and provide advanced presales support for one or more of 5 SAP market strategies and assigned solution(s)
Interact with customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions
Reinforce the business value of SAP solutions through creation of compelling presentations, demonstrations and participation in Design Thinking / IVE engagements
Stay up to date with the latest SAP solutions as well as industry trends
Maintain a close understanding and appreciation of competitive solutions
Share in-depth knowledge and experience with local presales teams

WORK EXPERIENCE

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 and sales processes
Excellent presentation and communication skills English proficient
Business level local language expert Fluent English spoken and written

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

Bachelor equivalent minimum requirement
Master equivalent optional
MBA / PhD optional

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 youre searching for a company thats 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

SAPS 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 CareersNorthAmericasapcom or CareersLatinAmericasapcom, APJ CareersAPJsapcom, EMEA Careerssapcom)

Successful candidates might be required to undergo a background verification with an external vendor

Additional Locations

Job Segment ERP, Developer, Business Development, Solution Architect, SAP, Technology, Sales

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Software Services, Internet/Dot com/ISP
Functional Area : Sales/Business Development
Role : Corporate Sales
Salary : 500000-1000000 P/A
Deadline : 26th Oct 2019

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