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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.
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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.
The Presales Expert - Finance / FSI
The Presales Experts 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 team. He / She must possess strong solution selling and value-based selling skills, and be able to mentor and coach the assigned presales team members in support of sales cycles.
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
Jointly with sales executes the account strategy
Deliver executive workshops leveraging design thinking infusing innovative approaches
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
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 Specialist, 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
Experience & Educational Requirements
8+ years of presales experience
5 + years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
Demonstrates 10+ successful engagements
Experience across manufacturing, retail, foot wear, supply chain and Oil & Gas sectors.
Experience across insurance and banking sectors.
Excellent presentation and communication skills English : proficient
Agile Business and Product Professional with 13+ years experience in Enterprise Software focusing on Applications and Analytic products and prior to that as business user in Corporate Finance.
Good working knowledge Hana S4 Finance, EPM - SAP BPC 10.1, HFM, SAP sub modules like GL, AP, AR, AA, PS and Banking, CCA, IO, COB and EC-PCA, CO-CCA, CO-PC, CO-PA, SAP TRM -Expertise in Implementing and supporting.
Good working knowledge S / 4HANA Finance or ECC GL, AP, AR, AA, PS, CCA, IO, CO-CCA, CO-PC, CO-PA, EC-PCA, SAP TRM, , EC-CS / SEM-BCS / SAP BPC / SAP Analytics Cloud for Planning / SAP Group Reporting, IS-Insurance / IS-Banking, Expertise in Implementing and supporting.
Nice-to-have Implementation Experience
Highly focused on ASAP, IMG, BPP, As-Is / To-Be Client process analysis, Fit and Gap study and hands on Configuration of the system Experience in ASAP methodologies, SAP Data analysis, Reconciliation, and Business transformation process.
Strong functional experience in Migration, up gradation, Implementation, Integration, Change Management, SOX compliance, IFRS, Testing, User Training and Support.
Involved in all aspects of project implementation i.e. conducting user workshops, documentation of business blueprint design, GAP analysis, configuration of design, designing of key business reporting, testing, training, data migration, preparation of go-live activities and supporting post go-live activities.
Business level local language : expert
Bachelor equivalent : minimum requirement
Master equivalent : optional