Requisition ID: 289336
Work Area: Presales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

The Customer Solutions Director (CSD) leads and manages all Presales activities for a given set of opportunities aligned to the Mid Market Sales team. S/he works with the sales teams to plan sales strategies and to engage the appropriate Presales Specialists to engage in specific sales opportunities. A Customer Solutions Director 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.

Sales Execution Tasks:

• Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews.
• Commit to understanding and associating various industry demands and trends to sales plays and customer requirements.
• Have a good working knowledge of SAP solutions and how they relate to the relevant industry value maps.
• Work with partners to coordinate selling activities, ensuring proper alignment and division of duties in supporting a ‘partner-led’ selling model.
• 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 and manage a Solution Captain to an opportunity.
• Maintain intimate knowledge and status of each sales opportunity where Presales team members are being used.
• 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 SAP’s entire solution suite and key competitors.
• Be resourceful and creative in meeting the needs of the customers, selling teams and solution advisory teammates.

Experience and Education Requirements: 

• 8 years of relevant presales experience
• Proficiency in one or more application areas from the SAP Business Suite
• Leadership , drive for results and “can do” attitude
• Experience in:

• Sales and sales processes
• Delivery of high volume short duration work packages
• Building and motivating teams
• Dealing with organizations in the Aerospace & Defense industry
• Bachelor equivalent: minimum requirement
• Master equivalent: optional
• MBA / Ph.D: 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 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.

SAP'S 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: 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.

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