Job Description

Requisition ID: 225625
Work Area: Presales
Expected Travel: 0 - 60%
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.

P URPOSE AND OBJECTIVES 

The Education Presales (Senior) Specialist and Enablement Architect role enables, leverages and supports the Account Executives and Services Account Managers to position and sell the SAP Training and Enablement Portfolio to all Customers.

With the knowledge of the Portfolio including services solutions, software and digital products, the Enablement Architect participates in sales cycles as a member of the virtual account team in support of the sales account Strategy and interacts with prospective customers through discovery conversations, learning and change management strategies, product solution demonstrations, executive presentations and follow-up discussions.

The individual must be an innovative, energetic and a dynamic self-starter, who is able to deliver exceptional results through active participation within multi-cultural virtual account teams and customers.

EXPECTATIONS AND TASKS

This role supports the identification and progression of deals through the sales cycle by:

  • Composing and delivering superior sales presentations covering SAP enablement services, tools and technologies to prospective customer audiences. The presentations must articulate the value proposition, differentiate SAP, and leave a strong and positive impression to audiences which can include senior company executives.
  • In conjunction with the Sales teams, develop individual customer user adoptions strategies and plans to support the full software lifecycle, ensuring maximum return on customer investment.
  • Preparing and delivering 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, conducting discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
  • Provide solution expert support to Account Executives and Services Sales, including customer facing engagements, RFP responses, educational requirement qualification, demonstration of Education software products and internal knowledge transfer.
  • Ensure current and comprehensive personal understanding of all Education offerings (software and services), and other appropriate Services solutions.
  • Demonstrating deep knowledge of SAP solutions and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
    This role supports the Education Demand Generation by:
  • Supporting one-to-many sales and marketing events both on-site and remotely.
  • Supporting Design Thinking workshops to promote new and innovative solutions for customers and prospects.

 
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Experience in sales and sales processes
  • Experience in managing a territory (e.g.Market Unit/Industry) through leveraging and driving different stakeholders towards a joint target
  • Strong self-management skills in terms of time and priorities.
  • Fluent English language skills
  • Superior oral and written communication and presentation skills.
  • Intercultural experience and sensitivity.
  • Ability to work on projects both independently and collaboratively.
  • Ability to articulate the benefits and value of the SAP E
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