Job Description

Requisition ID: 211587
Work Area: Presales
Expected Travel: 0 - 50%
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.
SAP Australia & New Zealand’s Digital Transformation Office is currently looking for a Machine Learning Specialist in our Innovation Architect team.
The successful candidate has a history in presales/solutions architect working with Machine Learning technologies, and has the understanding and the skill to partner with our clients to assess and understand the value-add of our solutions in any organization. The candidate will be an active participant in the software sales cycle at SAP as a member of the account team.
Primary focus of the role is to work as an integral member of the sales team to drive revenue through deal support, demand generation and proof of concept engagements. In that role, the Innovation Architect will prototype, demonstrate and articulate the value of SAP technology as the digital transformation platform for our strategic customers and key opportunities. The ideal candidate passionate about today’s technology, understands current and future technology trends and has a very firm grasp of cloud integration, security and architecture concepts.
Responsibilities of the Presales Specialist include active participation in any of the following:
+ Customer sales cycles, strategy sessions, value based product presentations or demonstrations, coordination and conducting Proof of Concept’s or Technical Hands-On sessions, and mentoring. The candidate should be an evangelist and knowledge multiplier, with great presenting- and communication skills and experienced in presenting to a CxO audience.
+ Ensure delivery of simple, appealing, and compelling use cases of technology. Ability to present SAP's product and solutions strategy relevant integration to relevant SAP applications, align it with the IT strategy of the prospective customer and map in the business context, business processes and required user experience of the prospect. Reinforce the business value of SAP solutions through discovery, demonstrations and participation in proof of concept engagements.
+ Ability to build a strong working relationship with both the prospect, partners and the SAP Virtual Account Team. Excellent strategic communication skills including the ability to build relationships and effectively communicate and influence across all management and organizational levels both internally and externally.
+ Conduct discovery and scoping sessions with representatives from the prospective customer. A discovery session is an interview to identify and understand key pain points which will determine the value drivers and solution enablers for the presentation.
+ Stay up to date with SAP technology solutions and strategy as well as industry trends.
+ Maintain a close understanding and appreciation of competitive solutions.
+ 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 participants to support a successful customer presentation or demo.
+ Ability to interact with C-level audience and present at large events
+ Ability to quickly learn new product and business concepts.
+ Communicate the business requirements to the project/implementation team after completion of sales to ensure a smooth transition from presales to implementation stages, warranting a continuous degree of customer satisfaction.
+ Coordinate and execute POC (Proof of concept) for assigned solutions in collaboration with other team members or regional groups.
+ Support demand generation activities established by marketing or presales for solutions under responsibility.
+ Work with sales managers and Solution Experts to establish specific account plans and strategies around technology.
+ Create and deliver technical presentations and assist other solu
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