Job Description

Requisition ID: 212179
Work Area: Presales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
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.
Position Purpose
The Senior Solutions Consultant (SSC) role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging SAP products. The Senior Solutions Consultant exhibits a high level of sales and business maturity, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and find the appropriate SAP technology offerings and differentiators.
A Presales Senior Solutions Consultant (SSC) interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the Presales Senior Consultant during an active sales cycle is to gain acceptance from the customer that the 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 Presales Senior Consultant collaborates with sales and Industry Value Engineer teams to plan and execute business development strategies.
The Senior Solution Consultant (SSC) understands technical architecture and design expertise within the SAP Cloud based technologies, process and integration solutions space.
Objectives:
+ Prospect Qualification: The SSC aids in qualifying prospects to assure they are well-aligned with SAP’s go-to market product and solution capabilities.
+ Presales Lifecycle Management: The SSC provides high quality, business-oriented and technical support to the sales and pre-sales team to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect throughout the sales cycle.
+ Account Management: The SSC owns key accounts from a technical and solution perspective, and in some ways from a Business perspective to identify ongoing opportunities and guide business users.
Essential Job Functions
Prospect and Customer Facing
+ Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
+ Respond to the functional and business requirements and capabilities sections of RFI/RFPs
+ Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with SAP’s current and roadmap product capabilities.
+ Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible SAP solution
+ Prepare and deliver value-based “fit to standard” software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing and compelling customer presentation
+ Lead teams of solution consultants on implementation of proof of value and customer demos. If no solutions consultants exist within the current structure, then the SSC will take care of this. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate SAP’s capabilities.
+ Work with other SSCs to define the prospect’s target solution architecture that fulfills their business objectives. Work with the Sales team to structure the proposal that meets the prospect’s target architecture.
+ Prospect and Customer Technical/Solution Liaison
+ Establish trust relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.
+ Participate in meetings and conferences with customers and partners to serve as a liaison between SAP internal organizations such as Technical Support and Product Research and Development.
Internal Facing
+ Advise internal senior management on the technical and business stra
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