Presales Customer Solution Architect - LAC South

SAP (Buenos Aires, Argentina) Publicado hace 20 horas
Full-time

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

Role Description:

The Presales Customer Solution Architect leads and manages all Presales engagements for a given set of opportunities aligned to a group of sales teams. S/he works with the sales teams to support sales strategies by engaging the appropriate presales/partners resources. A Customer Solution Architect must possess strong solution selling and value-based selling skills, and be able to support low/high touch engagements. The role is customer facing with the goal to support Midmarket  transformational deals. The candidate is expected to bring good presales, sales and domain knowledge of SAP Solutions.

Deal Execution Tasks:

  • Be the single point of contact for Sales into the Presales organization in support of their sales opportunities.
  • Perform opportunity qualification and assess opportunity´s close plan with the opportunity owner
  • Collaborate with sales management and sales account executives to plan account strategies for low/high touch engagements.
  • Work directly with each Sales AE to assess the right time to engage presales resources and assess the use of presales specialists in specific sales opportunities, according to size, deal qualification and customer strategy.
  • Maintain intimate knowledge and status of each sales opportunity where Presales team members are being used and raise “red-flags” to the Sales Management when obstacle’s arise in the account.
  • Perform level 1 demonstrations of the main solutions supported
  • Personally get engaged in supporting the key deals in the territory through customer interactions and presentations where qualified.
  • Utilize CRM and other Presales BI reports to provide feedback to sales on the effectiveness of Presales in supporting their accounts.
  • Collaborate with partners to enforce consistent presales processes, including dry-runs and discovery sessions, to ensure superior demos and presentations.
  • Maintain high-level knowledge of SAP’s entire solution suite and key competitors.

Product:

  • Knowledge of competitive landscape in their domain
  • Strong knowledge of one or more related industries
  • Sound knowledge of SAP Portfolio relevant in the specific Industry - including acquired solutions
  • Up to date with latest industry/solution trends

Domain:

  • Seasoned deal qualifier judging likelihood of sales success vs. costs, prioritizes with Sales Management
  • Strong in deal strategy and competitive positioning
  • Creates team spirit, provides candid feedback, ability to create trusted relationship
  • Handle pressure, manage simultaneously multiple opp.
  • Familiarity with VAT resources and SAP ecosystem

Value:

  • Define business value as part of the larger opportunity
  • Articulate a compelling value proposition

Presales :

  • Design Thinking Practitioner
  • Sound project manager
  • Strong in deal strategy and competitive positioning, seasoned accomplished presenter (executive level)
  • A creative and innovative/critical thinker who thrives when experimenting and adapting to rapidly shifting markets.
  • A digital native with experience in digital engagement strategies leveraging video, digital assets and social media platforms. 

WORK EXPERIENCE:

  • 5+ years of presales experience
  • 5 + years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
  • Demonstrates 10+ successful engagements
  • Expert knowledge/expertise on end to end processes/solution matching
  • Experience in sales and sales processes
  • Excellent presentation and communication skills English: proficient
  • Business level local language: expert Fluent English spoken and written

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Bachelor equivalent: minimum requirement
  • Master equivalent: optional
  • MBA / Ph.D.: optional

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Successful candidates might be required to undergo a background verification with an external vendor.

 Requisition ID:327055 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

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Presales Customer Solution Architect - LAC South

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