The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services.
The SS will scope professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers.
The SS role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging SAP products whether on premise or on Cloud platforms (AWS / Azure).
The SS 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 SS interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions.
The Primary role of the SS during an active sales cycle is to gain acceptance from the customer that the SAP solution can solve the customer’s problem and advise the customer on Cloud platform capabilities (AWS / Azure).
During these cycles they often take on the role of a Solution Captain. In addition to deal support, a SS collaborates with sales and Delivery Engineer teams to plan and execute business development strategies.
The SS understands technical architecture and design expertise within the SAP Cloud based technologies, process and integration solutions space.
oProspect Qualification : The SS aids in qualifying prospects to assure they are well-aligned with SAP’s solution capabilities.
oPresales Lifecycle Management : The SS provides high quality, business-oriented 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.
oAccount Management : The SS 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.
Sales & Services
oPartners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager BDM ).
oOwn and progress opportunities through the qualification, definition, proof / evaluation, proposal and closure stages of the sales cycle with attention to timelines.
oRespond to the functional and business requirements and capabilities sections of RFI / RFPs.
oEngage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with SAP’s current and roadmap product capabilities.
oListen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible SAP solution including Cloud platform adoption, if desired.
oPrepare 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.
oWork with other SS 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.
oEstablish trust relationships with customers and prospects and understand their objectives.
oAnalyze & gather business requirement from large & complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements.
oResponsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned.
oPrepares cost estimates for licensing and product sales as well as professional services (deployment, migration, implementation, workshops, etc.
by studying blueprints, plans, and related customer documents; consulting with other engineers, architects, practice leads and other professional and technical personnel (both internal and external).
oDevelop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM)
General Business Development, Marketing, & Partnerships
oAssist and own partnership / alliance functions to assigned partner relationships. This may include being primary contact for Partner / Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives.
oDevelop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilized where appropriate.
oAct as a technical evangelist for marketing activities including speaking / presenter engagements at conferences, conventions, user groups, webinars, etc.
oPartner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.
oExperience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of a solution
oProvide presales support to the largest, most well-qualified deals
oAbility to, review and augment Proof Of Value documents, and various project plans involving SAP technologies.
oAble to work independently and multi-task while managing multiple customer opportunities at a time
oAbility to give guidance and consult with customers on various levels of the organization.
oAdvise internal senior management on the technical and business strategy within active deals.
oGuide Solution Consultants and Presales in Technical and Business situations to become more effective in handling objections and customer challenges
oTravel required up to 50%.
oMaintain and report on regional service delivery, sales pipeline, and project status.
reviewing professional publications; establishing personal networks; participating in professional societies.
What we need to see from you
Knowledge, Skills and Abilities Required :
Master’s degree preferred).