Requisition ID: 241124
Work Area: Presales
Expected Travel: 0 – 70%
Career Status: Executive
Employment Type: Regular Full Time
Career Level: T5PM
Hiring Manager: Hannah Datz
Recruiter Name: Sean Pyne
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 purpose of this management role is two-fold: 1. To have direct alignment with product direction and help to build an appropriate presales strategy in this domain and 2. To be aligned with sales leadership and have accountability to sales success with regards to the designated LOB and product portfolio.
As a leader of your LOB-specific product area within Solution Engineering, you are responsible for setting a LOB-specific go-to-market strategy that supports the success of your specific product domain. This success is defined by the success of not only your direct reports and presales colleagues, but also the success of the sales team and supporting VAT.
In regards to product domain expertise, the leader will leverage strategic relationships and domain expertise in the product areas to help ensure that the appropriate business talk tracks, demo environments, and resources are in place to support the individual presales colleagues. The leader will also work with their management team to develop solution engineering talent in both areas of technological and competitive expertise on the solutions, as well as ensuring the teams are able to speak the business language of the LOB.
Regarding alignment with sales, it is expected that the presales leader maintains regular and productive relationships with high level sales management in order to ensure key opportunities are staffed appropriately, the skills of the organization match the needs of the market, and there is a shared culture of winning amongst sales and presales. The leader will be accountable for the success and closure of key opportunities as it relates to presales involvement, not just limited to the demo event, but across the entire lifecycle of the deal.
The Presales Senior Manager will be responsible for assisting CX executive management in driving the development and execution of the CX North America business plan, and will serve as a senior member of the team driving strategy which translates to the achievement of revenue and profitability targets within a targeted market unit or region.
Key Task
- Leader of product-specific solutioning strategy within the region
- Facilitate effective regional/market unit integration with development and the Industry Business Units regarding product and business-processes specific content.
- Create and manage development plans based on product go to market, inclusive of technological and business language expertise.
- Ensure tools, demo enviornments, and structure is in place to support LOB and product specific conversations at scale.
- Define and oversees the execution of programs and cacdences designed to increase win rate.
- Work with overall CX leadership on full sales cycle engagement of presales, end-to-end.
- Provide thought leadership in matters concerning the creation and deployment of virtual teams to effectively engage with customers and prospects and execute the processes of customer engagement lifecycle.
- Provides leadership and direction in the implementation of best practices and presales excellence.
- Cooperates with the Global Presales organization in helping to drive global initiatives into their Market Unit/Region.
- Leverages and monitors key reports and other KPIs specific to the presales organization and drives their management team to make decisions and changes based on available analytical analysis.
- Builds key relationships with Sales leaders and managers in-order to ensure Presales Engagement model and other support best practices are embraced.
- Accountability for revenue achievement as related to the product set within the LOB, within what presales can control.
15+ years of relevant sales, sales support or partnering, field services, industry experience is required.
Bachelor’s degree in Business Administration, Engineering or Computer Science required
10+ years in software, presales, consulting or product management 8+ years and 5 years of people management experience
- Experience in:
- People Management
- Performance Management
- Sales and sales processes
- Delivery of high volume short duration work packages
Building and motivating teams
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 interested in applying for employment with SAP and 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). Requests for reasonable accommodation will be considered on a case-by-case basis.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.
Additional Locations :Virtual – USA
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