SAP Presales Senior Specialist, S/4 HANA Cloud Job in Hong Kong, Hong Kong

Requisition ID: 188801

Work Area: Presales

Expected Travel: 0 - 10%

Career Status: Professional

Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

The S/4 HANA Cloud Presales role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging SAP products. The S/4HANA Cloud Presales 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 Presales S/4 HANA Cloud Presales interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the S/4HANA Cloud Presales 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, a S/4HANA Cloud Presales collaborates with sales and Industry Value Engineer teams to plan and execute business development strategies.

The S/4HANA Cloud Presales understands technical architecture and design expertise within the SAP Cloud based technologies, process and integration solutions space.

Objectives:

  • Prospect Qualification: The S/4HANA Cloud Presales aids in qualifying prospects to assure they are well-aligned with SAP’s go-to market product and solution capabilities.

  • Presales Lifecycle Management: The S/4HANA Cloud Presales 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 S/4HANA Cloud Presales 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

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

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

  3. 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.

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

  5. 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

  6. 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 S/4HANA Cloud Presales will take care of this. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate SAP’s capabilities.

  7. Work with other Presales 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.

  8. Prospect and Customer Technical/Solution Liaison

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

  10. 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

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

  12. Maintain alignment with Marketing and Product Management of exiting and Future SAP Cloud Suite capabilities and help drive product innovation.

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

  14. Collect and communicate competitive intelligence from the field

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

  16. Exchange best practices and share knowledge within SA and Presales Community

  17. 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: core 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.

  • Customer centric

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 understanding of SAP’s Products including internal Architecture, with an ability to leverage these in the sales cycle.

  • 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

  • BS Degree in Computer Science, Mathematics, Engineering Or Similar Qualification Or Work Experience

  • “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

Softskills

  • Possess a growth mindset

  • Always curious and open to learning opportunities

#GCGCO

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.

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