Senior Presales Specialist - SAP Cloud Platform + Innovation

Senior Presales Specialist - SAP Cloud Platform + Innovation

SAP

Brussels, Belgium

In its pursuit to sell innovations and drive, co-create and realize the digital transformation vision at its customers, SAP BeLux is currently looking for a Senior Presales Specialist SAP Cloud Platform to strengthen the SAP BeLux Presales Team.

We enable our customers to achieve their business goals and compete in their markets through innovation, agile, flexible and enterprise strength cloud solutions. This role covers various solutions including SAP Cloud Platform, Integration, HANA, Big Data & Internet of things, … The Presales Expert possesses advanced/expert level knowledge of the SAP Data Portfolio and participates in sales cycles as a member of the account team in support of the sales account strategy. The position is part of the Data and Database Management & Technology Pre-sales team based at SAP’s head office in Brussels, and the successful candidate will have a firm grasp of Cloud scenarios.

The role involves interacting with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The emphasis of the role is to provide value to prospects and customers through the SAP solutions, thus supporting the sales cycle.

The role incorporates leading teams of presales specialists on larger sales cycles. In addition to deal support, a Presales Expert collaborates with sales to plan account strategies.

EXPECTATIONS AND TASKS

Deal Support:

  • Compose and deliver sales presentations covering SAP software solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP, and leave a strong and positive impression to audiences which can include senior company executives;
  • Prepare and deliver software demonstrations in support of sales cycles. Preparation includes personalization of demos to meet the needs of prospective customers and personalization of demos to ensure delivery of a simple, appealing and compelling presentatio;
  • In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer to identify and understand key pain points which will determine the value drivers and solution enablers for the presentation;
  • Reinforce the business value of SAP solutions through creation of compelling presentations, demonstrations and participation in value engineering engagements;
  • Stay up to date with the latest SAP solutions as well as industry trends. Maintain a close understanding and appreciation of competitive solutions.
ad teams of presales specialists on larger sales cycles;
  • Demonstrate advanced knowledge of SAP solutions and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
in sales teams for initial executive meetings;
  • Complete sections of SAP responses to RFIs and RFPs;
  • Post-sale, communicate the business requirements to the project/implementation team to ensure a smooth transition;
  • Participate in the Platform & SAP Cloud Platform Solution Hub and contribute to EMEA opportunities when needed.

Demand Generation

  • Collaborate with sales teams to participate in various one-to-many lead generating activities;
  • Participate in marketing events such as SAPPHIRE, SAP Insider, and conferences for specific industries or solution areas;
  • Support other marketing activities, including presenting at events for the solution, developing reference customers, competitive positioning and analysis;
  • Be proactive in identifying and supporting marketing opportunities such as local user groups to help develop customer references;
  • Develop and execute business development initiatives working with partners where appropriate including working with partners;
  • Collaborate with the sales team to identify whitespace opportunities at accounts Sales Readiness;
  • Collaborate with sales teams to plan account strategies through participation in informal and formal account reviews;
  • Develop close relationships with Database & Technology sales team and the wider sales teams in order to promote effective sales methodologies and the introduction of new products;
  • Participate in demo system design and planning and assist in configuration if needed. Participate in new product release input, testing and training of peers;
  • Serve as a champion for assigned topics and provide knowledge transfer to colleagues as needed;
  • Share in-depth knowledge and experience with direct team to enable decision-making and provide innovative solutions to complex business issues.

EDUCATION AND QUALIFICATIONS/SKILLS AND COMPETENCIES

  • Bachelor degree equivalent – minimum requirement;
  • Ideally, a background in software engineering and have worked e.g. on mobile apps (e.g. Android, iOS, Cordova ...), integration scenarios, hands-on prototypes on platforms such as SAP HANA (XS, Geo-spatial, predictive, ...), REST, OData, MQTT, chatbots, …;
  • Other desirable training and certifications: Value Engineering, Data Architecture tools, Database/DW concepts and design, Big Data topics – predictive, Hadoop, Internet of Things;
  • Possess good listening skills and a certain level of business acumen to be able to step in the shoes of our customers, discover business opportunities and problems and see how technology can be applied to create human meaning and value;
  • Possess a general understanding of SAP’s strategy and organization and of the IT industry and be curious and a fast learner. S/he should be keen to learn new skills and open-minded. Her/his curiosity goes hand in hand with a natural creativity and an ability to come up with and test innovative ideas;
  • Have a record of taking initiative (self-started) and driving tangible results. S/he should be proactive and hands-on, solution-oriented with strong analytical and problem-solving skills;
  • Work well in a fast-paced and dynamic matrix organization. S/he is able to deliver high quality results on time. S/he must be able to prioritize as well as pay attention to details;
  • Be able to work effectively as part of virtual and global teams, dealing with complex organization relationships in a collaborative manner and drive results through personal influence thanks on his/her great interpersonal and communication skills;
  • Excellent communication skills on all levels.

WORK EXPERIENCE

  • 8+ years of presales or equivalent customer facing experience;
  • 5+ years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job;
  • Expert knowledge/expertise in platform solutions architecture and solution matching;
  • Experience in sales and sales processes
;
  • Excellent presentation and communication skills and fluency in written and spoken English;
  • Eligible to live and work in the Belgium.

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© EuroJobsites 2019

EuroJobsites is a UK registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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