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Presales Specialist
4 meses atrás
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
Summary
The Solution Advisor Senior Specialist possesses advanced/expert level knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.
A Solution Advisor Senior Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations, and follow-up discussions. The Primary role of the Solution Advisor Senior Specialist during an active sales cycle is to gain acceptance from the customer that SAP solution can solve the customer’s problem and is the right choice over the other competitive offerings. During these cycles they often take on the role of a Solution Captain. In addition to deal support, a Solution Advisor Senior Specialist collaborates with sales and Value Advisors teams to plan and execute business development strategies using Design Thinking tools and techniques.
Solution Advisor Senior Specialist Key Areas of Responsibility and Tasks
Deal Support : Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customer audiences. Ability to effectively present to customers “remotely” using virtual technologies like Microsoft Teams. Prepare and deliver value-based software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing, and compelling customer presentation. In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer to build relationships with the customer and understand their unique needs. Demonstrate deep knowledge of SAP solutions and appropriate industries to maintain credibility with prospective customers. Provide proof points with relevant customer stories. Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition. Able to lead as a Solution Captain when deals require complex solutions and require multiple presales participates to support a successful customer presentation or demo. Effectively leverage support teams who are there to support solution advisory success. (Global / Regional Solution Specialists, CoE, Value Advisors, Solution Hubs, Deal Advisors, Solution Experience, Product Management). Demand Generation Support one-to-many sales and marketing events both on-site and remotely. Support one-to-one broad presentations for customers. Lead & support Design Thinking workshops to promote new and innovative solutions for customers and prospects. Collaborate with the sales team to identify whitespace opportunities at accounts. Sales Readiness Develop close relationships with sales teams to promote effective sales methodologies. Participate in demo system design and planning and assist in configuration if needed. Participate in new product release input and testing and training of peers. Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed.Experience & Language Requirements
Technical knowledge about Cloud Platform offerings like SAP BTP, Azure, AWS and GCP. Technical knowledge about software development platforms. Technical knowledge about software integration platforms. Development Skills: Java, NodeJS, JavaScript, API Consumption, Docker, Kubernetes, REST, OData, HTML5 and others. Integration Skills: JSON, Message Brokers, SOA, SOAP, Web Services, REST, XML Transformation, BPMN, Kafka and others. Artificial Intelligence Skills: Foundation Models, Machine Learning, Generative AI offerings. Excellent presentation and communication skills English: proficientAdditional Skills Considered as a Differentiator
Technical knowledge on SAP BTP Integration solutions (eg: SAP Integration Suite, SAP API Management, SAP Event Mesh). Technical knowledge on SAP BTP Application Development and solutions (eg: SAP Build, SAP Build Code, SAP Work Zone, Cloud Foundry Deployment). Technical knowledge on SAP BTP Automation Solutions (eg: SAP Proccess Automation). Technical knowledge on SAP Artificial Intelligence Solutions (eg: SAP AI Core, SAP GenAI Hub, Document information Extraction). Technical knowledge of SAP application solutions like SAP S/4HANA, SAP SuccessFactors, SAP Ariba, SAP IBP and others. Proven presales experience / solution specialist role. Experience in sales and sales processes.Education
Bachelor in Computer Science or equivalent: minimum requirement Master equivalent: optional MBA / Ph.D.: optional
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
