Job Description

Requisition ID: 209465
Work Area: Presales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
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.
Job Description
In the new era of digital transformation and intelligent enterprise, SAP Prospects and customers demand a solid, reliable and trustworthy counterpart from SAP to work with as trusted advisor and single point of contact to better understand the Business value and User/Client experience that they can achieve by using SAP solutions. The Business Architect (BA) is a key role within SAP presales to support the customer decision to invest in the appropriate SAP solution.
The BA is responsible to co-define the account & sales strategy and plan and to successfully execute sales engagements. These engagements are based on a strong personal knowledge of the assigned Industry in combination with our solutions and customer business processes and models.
The BA leads and manages all Presales engagements for a given set of accounts and opportunities, with full accountability of the results from sales engagements, that she/he leads with proven leadership.
According to the defined sales and account strategy, the BA designs the sales process content and its execution, identifies and manages the staffing of required SAP resources (presales, Industry experts, Value engineer, Product/solution management, Consultants, etc), to exceed the customer expectations on business needs, impacts, solution capabilities and ultimately the end user experience.
The BA is expected to establish a solid relationship with a Customer Executive (CXO), by speaking their business language and clarifying the business value that the Customer can experience from SAP Solutions
The BA must possess strong solution selling and value-based selling skills, business knowledge of the Industry he/she is responsible for and coach and manage the assigned presales team members in complex sales cycles.
Overview & Skills for Success
Business Architect is the ultimate SAP Solution expert:
+ Broad knowledge of industry processes and business models
+ Broad knowledge of SAP Portfolio – both solutions and technology
+ Knowledgeable with business capabilities of SAP solutions
+ Solid understanding of the latest industry and technology trends for Industry
Role’s Capabilities :
+ Proven contributor and leader in account and opportunity strategy definition
+ Strong practitioner of customer discovery and deal qualification practices
+ Firm ability to staff and orchestrate VAT teams to create a business architecture (business processes) to meet the customer requirements with multiple SAP solutions
+ Strong gravitas in explaining the business impacts of a multi-solution architecture to Executives
+ Challenger, Sales and Digital Transformation attitude driven by a business mindset
+ Ability to harmonize SAP’s win themes and key messaging during complex sales/ demo cycle
+ Seasoned and trustworthy advisor to customer executives and decision makers
+ Able to establish personal long-term customer relationships
+ Team builder, natural motivator of team members
+ Articulation of business messages with SAP unique selling points
+ Consistent customer experience throughout the sales cycle
+ Trusted relationship with key customer stakeholders Roles & Responsibilities Account Planning & Management:
+ Define (with sales executives) the account strategy and identify business needs & incremental solution opportunities
+ Research account and industry context maps, understand the SAP solution scope and possible customer needs
+ Support and liaise with sales in account planning activities to build the customer vision based on solution scope
+ Single point of contact for sales into the presales organization
+ Strong ability to analyse customer strategy, customer organization (power map) and identify customer needs and related customer stakeholders
Deal Support
+ Review/ensure professional opportunity
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