Requisition ID: 269455 Work Area: Sales 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.
Presales Business Architect Consumer Industries for strategic and top key accounts
For more than 45 years, SAP has driven innovation on behalf of our customers to help the world run better and improve people’s lives. Telling our purpose-driven story to the market shows how we grew to become one of the largest technology companies, dedicated to our customers, products, solutions, and people. By promising to help our customers innovate to run at their best coupled with our Intelligent Enterprise Suite of applications and networks to connect the front office to the back office, they can solve complex problems to address some of the world’s biggest challenges.
Our story tells a consistent message that connects our commitment to helping every company become a best-run business by highlighting who we are, where we’ve been, and where we’re going to produce lifelong customers. Because it’s the best-run businesses that make the world run better. And the best run SAP.
We empower people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably. At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. Here, you work alongside creative thinkers who share your interests, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you’re able to build your career. It’s no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.
SAP is the world leader in enterprise applications in terms of software and software-related service revenue. Based on market capitalization, we are the world’s third largest independent software manufacturer. We’ve been around for 45 years, we have roughly 95,000 team members in 180+ countries and our annual revenue is around €25 billion (15% spend on R&D) – but more importantly 90% of the Forbes Global 2000 use our solutions to Run Simple. We have 425,000+ customers and more than 75% of the world’s transaction revenue touches our systems. And we are truly becoming a cloud company with close to 200 million cloud users.
YOUR ROLE: PRESALES BUSINESS ARCHITECT?
A Presales Business Architect is instrumental in the sales process. With your supercharged SAP solution knowledge, high energy and organizational brilliance, you are regarded as Master of the Universe, by your customers and by your colleagues. When customers hear you promote the value that our solutions bring, the competitors are simply blown into oblivion. Your colleagues are in awe of your ability to engage the customer, manage a room, partner with SAP sales and many more of your skills.
YOUR INDUSTRY: CONSUMER INDUSTRIES
The Presales Business Architect (pBA) for the SCP and top Key accounts in the Consumer Industry covers the larger accounts in the industry such as Unilever, Heineken, JDE and more. Priorities and strategies in this industry are running through her / his vanes.
S/he will lead and manage all Presales engagements for a given set of opportunities aligned to a group of accounts / sales teams in this industry. S/he works with the sales teams to support sales strategies by engaging the appropriate Presales team. A pBA must possess strong solution selling and value-based selling skills and can mentor and coach the assigned presales team members in support of sales cycles.
A presales Business Architect’s main focus is on average on 3-5 strategic accounts within these industries, for the majority of her/his time, next to being the industry presales lead for strategic opportunities at other accounts in the broader consumer industry domain.
A DAY IN THE LIFE OF…
Presales Business Architects:
Work closely with the sales team to understand client requirements and help define sales strategy, drives qualification and deal governance
Support SAP customers with solution expertise as a trusted advisor
Present our solutions to a diverse range of stakeholders in your industry[s]
Proactively stay up to date on SAP solution and new capability
Leading a diverse team spread across different business areas, driving strategic, big and complex deals,
Ensuring that the same team drives compelling outcomes for our client by
ensuring quality and empathetic discovery sessions,
executing dry runs and
presenting SAP’s compelling user experience for all use cases
Innovate, innovate and innovate across client solution architected, presentations given and mesmerizing demonstrations
Work with the sales team on demand generation through 1:1 and marketing events
You, simply put, are…
A presentation Ninja who is incredibly memorable
A leader who inspires virtual teams to deliver the right outcomes for the customer
A thought leader in your domain and industry, well respected by your peers
Able to excite audiences of all shapes and sizes
Innovative and creative
Curious – you learn by exploring, you teach yourself
Great at finding solutions to a customer’s problems
A team player who loves to share and contribute
Anxious to join the best presales team on the planet
Open to travelling, sometimes with your passport in your backpack too!
Deal / Account Support Tasks (70%):
Support and liaise with sales in account planning activities to build the customer vision
Single point of contact for Sales into the Presales organization for his domain
Support sales in building a trusted relationship in both IT and LOB
Research, document account and industry context maps, understand the account’s business model
Aligns with business stakeholders, discovers & documents business capability requirements / use cases
Designs solution landscape with EA and Solution specialists that meets customer requirements
Qualify sales opportunities and identify the appropriate presales services
Assures presales resources allocation, supported by presales/resource managers
Act as, or designate need and source of a Presales Lead / Solution Captain
Delivers solution positioning, provides at a level 1 solution overviews
Monitor execution (dry-runs) to ensure highest quality of customer engagement
Monitor impact of Presales (Solution) Specialists, provide feedback on quality of work
Business Development / Readiness Tasks:
Collaborate with the sales team to identify whitespace opportunities at accounts
Participate in one to many marketing events for specific industries or solution areas
Deliver business workshops to discover and identify business needs
Build close customer relationships
Stays current on solution and industry updates in their domain leveraging SAP learning maps etc. Maintain a close understanding and appreciation of competitive solutions.
Actively participates in the solution HUB of their primary and secondary specializations
Your basic qualifications
Requires 10+ years of professional experience, including SAP experience
5+ years of Application Presales experience, or 5+ years of SAP product implementation experience
Any relevant SAP experience is very highly prized, but experience of our competitors is just as interesting!
Fluent English and Dutch language skills
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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).
Successful candidates might be required to undergo a background verification with an external vendor.