SAP Senior / Expert Technical Solutions Consultant S/4HANA Cloud (f/m) Job in Walldorf/St. Leon-Rot, Germany

Requisition ID: 162377

Work Area: Presales

Location: All German SAP locations possible, but WDF preferred

Expected Travel: 0 - 50%

Career Status: Professional

Employment Type: Limited Full Time

COMPANY DESCRIPTION

SAP’s vision is to help the world run better and improve people’s lives.

As the cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries run better. SAP empowers 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. You’ll 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’ll be able to get more out of 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.

Now it’s your turn to take the next step and help make the world Run Simple.

The Senior Technical Solutions Consultant role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging SAP S/4HANA Cloud.

The Senior Technical Solutions Consultant 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. He / She interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions.

The Primary role of the Senior Technical Solutions Consultant during an active sales cycle is to gain acceptance from the customer that SAP solution can solve the customer’s problem and is the right choice over the other competitive offerings. During these cycles they often take on the role of a Solution Captain.

In addition to deal support, Senior Technical Solutions Consultant collaborates with sales and Industry Value Engineer teams to plan and execute business development strategies.

The Senior Technical Solutions Consultant understands technical architecture and design expertise within the S/4HANA Cloud based technologies, process and integration solutions space.

Objectives:

  • Prospect Qualification: The Senior Technical Solutions Consultant aids in qualifying prospects to assure they are well-aligned with SAP’s go-to market product and solution capabilities.

  • Presales Lifecycle Management: The Senior Technical Solutions Consultant provides high quality, business-oriented and 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.

  • Account Management: The Senior Technical Solutions Consultant 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.

Essential Job Functions

Prospect and Customer Facing

  • Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.

  • Respond to the functional and business requirements and capabilities sections of RFI/RFPs

  • Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with SAP’s current and roadmap product capabilities.

  • Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present the best possible SAP solution

  • Prepare 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

  • Lead teams of solution consultants on implementation of proof of value and customer demos. If no solutions consultants exist within the current structure, then the Senior Technical Solutions Consultant will take care of this. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate SAP’s capabilities.

  • Work with other SSCs to define the prospect’s target solution architecture that fulfills their business objectives. Work with the Sales to structure the proposal that meets the prospect’s target architecture.

  • Prospect and Customer Technical/Solution Liaison

  • Establish trust relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.

  • Participate in meetings and conferences with customers and partners to serve as a liaison between SAP internal organizations such as Technical Support and Product Research and Development.

Internal Facing

  • Advise internal senior management on the technical and business strategy within active deals.

  • Maintain alignment with Marketing and Product Management of exiting and Future S/4HANA Cloud capabilities and help drive product innovation.

  • Keep up to date with any new SAP Cloud Solutions across the business lines. Understand functionality and interoperability of SAP components.

  • Collect and communicate competitive intelligence from the field

  • Be a Go-To Person on competitive information for Products, Process, Industry and Verticals

  • Exchange best practices and share knowledge within SA and Presales Community

  • Guide Solution Consultants and Presales in Technical and Business situations to become more effective in handling objections and customer challenges

Requirements/ Skills

Customer-Oriented Skills

  • Experience 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

  • Possess deep and expert knowledge of: finance, procurement, order to cash, manufacturing, supply chain or projects

  • 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

Technology and Consultative Skills

  • Strong experiences with implementation of SAP technologies in customer projects or Proof of Values.

  • Expert in providing best practices to customers and helping with IT Strategy and implementation planning related to SAP Cloud solutions domain

  • Have good Technical/Solution understanding and speaking knowledge about SAP's Cloud products and capabilities

Education and Experience

  • Strong understanding of SAP’s (CRM, Hybris and Netweaver) Products including internal Architecture, with an ability to leverage these in the sales cycle.

  • Experience of Workday solutions

  • Experience with Business Infrastructure concepts (SOA, BPM, BAM, EAI,API)

  • Very strong in depth knowledge of SAP core technologies or Similar ERP technologies

  • “Excellent” experience in Consultative and Solution Selling Presales role

  • Understanding of business infrastructure technology, Experience with Internet software development concepts

  • Experience with Business Infrastructure concepts (SOA, BPM, BAM, EAI,API)

  • Very strong in depth knowledge of SAP core technologies or Similar ERP technologies

  • Cloud Technology and Solution Experience

  • SaaS Cloud Model Experience

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, sensory 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 contact us at Careers.Germany@sap.com . Requests for reasonable accommodation will be considered on a case-by-case basis.

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