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The Finance Presales Senior Specialist possesses advanced/specialist level knowledge of Finance Planning and Consolidation SAP solutions (mandatory), and Profitability and Performance solutions (desired) that are integrate part of the Intelligent Enterprise framework. Also, Finance Presales Senior Specialist participates in sales cycles as a member of the virtual account team in support of the sales account strategy.

A Finance Presales Senior Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The primary role during an active sales cycle is to gain the acceptance from the customer that SAP Planning and Consolidation and Profitability and Performance solutions, mainly SAP Analytics Cloud Planning, SAP S/4HANA Group Reporting and/or SAP Profitability and Performance Management, among others, can solve the customer?s problem and is the right choice over the other competitive offerings, besides assuring the technical requirements of SAP Intelligent Enterprise framework solutions.

During these cycles they often take on the role of a Solution Captain. In addition to deal support, collaborating with sales and IVE teams to plan and execute business development strategies through the use of Design Thinking tools and techniques.

Deal Support:

• Compose and deliver superior sales presentations covering SAP Finance Planning and Consolidation (required) and Profitability and Performance (desired) solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP, and leave a strong and positive impression to audiences which can include senior company executives.
• Prepare and deliver 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, conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
• Demonstrate deep knowledge of SAP and SAP S/HANA Finance solutions and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
• Support RFx completion in support of customer proposals.
• Ability to effectively present to customers ?remotely? using virtual technologies (SAP Virtual Studio and Adobe Connect).
• Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition.
• Able to lead as a Solution Captain when deals require complex solutions and require multiple presales participates to support a successful customer presentation or demo.
• Effectively leverage support teams who are there to support presales success. (Global / Regional Solution Specialists, CoE, IVE, Solution HuBs, Deal Advisors, Solution Experience, Product Management).

Demand Generation:

• 
  Support one-to-many sales and marketing events both on-site and remotely and DG activities to lead the market, eco system, partners and alliances
• Lead & support Design Thinking workshops to promote new and innovative solutions for customers and prospects.
• Collaborate with the sales team to identify whitespace opportunities at accounts

Sales Readiness:

• 
  Develop close relationships with sales teams in order to promote effective sales methodologies
• Participate in demo system design and planning and assist in configuration if needed. Participate in new product release input and testing and training of peers
• Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed

Customer-Oriented Skills:

• 
  Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyse a prospect?s requirements and present to a compelling business value message of a solution
• Possess deep and expert knowledge of customer experience processes
• Demonstrated ability to present business solutions to executive levels with a focus on solutions selling
• Provide presales support to the largest, most well-qualified deals
• Ability to, review and augment Proof of Value documents, and various project plans involving SAP technologies
• Able to work independently and multi-task while managing multiple customer opportunities at a time
• Ability to give guidance and consult with customers on various levels of the organization.

Business and Leadership Skills:

• 
  Demonstrate a team attitude and leadership
• Ability to act as a mentor due to outstanding character, judgment and knowledge
• Excellent written and verbal communication skills
• Proven ability to manage time and deliver on deadlines
• Experience developing and presenting clear and concise product briefings: Proven ability to unearth business requirements & Drivers; Proven ability to map business drivers & initiatives to technology offering & differentiators
• Able to lead teams of solution consultants on Proof of Values, Solution/Architecture Planning and custom demos.
• Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges

WORK EXPERIENCE:

3+ years of hands-on customer facing Finance Planning and Consolidation (required) and Profitability and Performance (desired) solutions experience, with focus on SAP Analytics Cloud Planning, SAP S/4HANA Group Reporting and/or SAP Business Planning Consolidation. SAP Profitability and Performance Management or similar SAP solutions

2-4 years of solution specialist (or equivalent customer facing) experience and knowledge in SAP Planning and Consolidation and SAP S/4HANA Finance solutions

2-4 years of solution specialist (or equivalent customer facing) experience and knowledge of finance processes

Expert knowledge/expertise on end-to-end processes/solution matching

Experience in sales and presales processes

Business level local language: native

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

Bachelor?s / Master?s degree in Engineering or Computer Science, Business Administration required from an accredited university

Very high proficiency in customer communications and presentations is required

Willingness to undertake customer related travel on short notice

Fluency in English is a MUST, any other language an asset

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: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected].

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:304939 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time |