Presales Customer Solution Architect

hace 3 semanas

Buenos Aires, Argentina SAP A tiempo completo

**What we offer**

**Role Description**:
**Deal Execution Tasks**:

- Be the single point of contact for Sales into the Presales organization in support of their sales opportunities.
- Perform opportunity qualification and assess opportunity´s close plan with the opportunity owner
- Collaborate with sales management and sales account executives to plan account strategies for low/high touch engagements.
- Work directly with each Sales AE to assess the right time to engage presales resources and assess the use of presales specialists in specific sales opportunities, according to size, deal qualification and customer strategy.
- 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 obstacle’s arise in the account.
- Perform level 1 demonstrations of the main solutions supported
- 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.
- Collaborate with partners to enforce consistent presales processes, including dry-runs and discovery sessions, to ensure superior demos and presentations.
- Maintain high-level knowledge of SAP’s entire solution suite and key competitors.
**Product**:

- Knowledge of competitive landscape in their domain
- Strong knowledge of one or more related industries
- Sound knowledge of SAP Portfolio relevant in the specific Industry - including acquired solutions
- Up to date with latest industry/solution trends
**Domain**:

- Seasoned deal qualifier judging likelihood of sales success vs. costs, prioritizes with Sales Management
- Strong in deal strategy and competitive positioning
- Creates team spirit, provides candid feedback, ability to create trusted relationship
- Handle pressure, manage simultaneously multiple opp.
- Familiarity with VAT resources and SAP ecosystem
**Value**:

- Define business value as part of the larger opportunity
- Articulate a compelling value proposition
**Presales**:

- Design Thinking Practitioner
- Sound project manager
- Strong in deal strategy and competitive positioning, seasoned accomplished presenter (executive level)
- A creative and innovative/critical thinker who thrives when experimenting and adapting to rapidly shifting markets.
- A digital native with experience in digital engagement strategies leveraging video, digital assets and social media platforms.
**WORK EXPERIENCE**:

- 5+ 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 / Ph.D.: optional
**We are SAP**

**Our inclusion promise**
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID:327055 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time |

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