SAP Presales Manager - Intelligent Platform Job in Melbourne, Australia

Requisition ID: 185046

Work Area: Sales

Expected Travel: 0 - 30%

Career Status: Management

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.

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately. The Presales Manager leads and manages a team of Presales Solution Engineers and Architects. A Presales Manager provides leadership and mentoring for their team, and develops the team members’ solution and sales skills to optimize team performance. A Presales Manager must possess strong solution selling and value-based selling skills. The Presales Manager is aligned to the Platform, Analytics and Technology solutions and is responsible for ensuring SAP Australia and New Zealand’s solution engineering capability in selling these solutions.

Partners with customers, stakeholders and team for success. Makes a difference and contributes to the Australia and New Zealand success by delivering predictable business outcomes.

  • Represents ANZ Presales Leadership through sponsorship of key deals and on-going relationships with customers

  • Excellence in deal and presales execution through the consistent adoption of the Presales Franchise framework in the team which includes Deal Qualification, Deal Progression, Dry-Runs, etc.

  • Communicate the vision and strategy and continuously aligns with short to medium term goals to ensure your team is aligned and is able to operate autonomously

  • Build relationships with stakeholders internally (including sales, marketing and delivery) and externally; and maintain a specialist network of the region and globally.

  • Ensure Presales Metrics around investments, utilization, learning and customer facing time is achieved.

Be an Innovation Leader and make every customer touchpoint an amazing experience.

  • Develop a first-class Solution Architect team focused on SAP Intelligent Platform expertise. Ensures that the team completes prescribed enablement and certification programs, participates in Learning activities, and demonstrates a cloud first mindset.

  • Provides an End-to-End Customer Experience by adopting Innovative and memorable practices such as the Storytelling, Digital & Virtual Selling, etc.

  • Putting Innovation at the top of the agenda by proactively engaging (or reusing content from) the Presales Innovation team, the APJ Digital Lab, and Solution Experience to showcase innovation.

  • Understand the key competitors and insure their team members understand and leverage SAP’s unique value wedges in every customer interaction.

  • Supports demand creation and ecosystem enrichment programs to build an Innovation community with customers and partners.

Build high performing teams.

  • Develop and retain talent, promote diversity and think beyond the team by empowering your people to learn, grow and develop their career.

  • Promote team diversity (age, gender, experience, and heritage)

  • Identify areas of development for each team member and work with each to define and execute a tailored learning plan. Foster an atmosphere of continuous learning and improvement.

  • Monitor the development activities for your team members toward their solution and soft skills learning goals.

  • Provide feedback and coaching to your team members after dry-runs, demos and presentations in order to help them hone their skills.

  • Provide formal feedback to your team members quarterly reviews and ensure recognition and feedback is given continuously.

  • Help develop the larger presales organization through leadership of a Solution Hub which provides enablement and a voice of the field to solution management.

Education And Qualifications / Skills And Competencies

  • Senior presales experience and track record in supporting/driving complex deals, preferably in volume business and with exposure to remote customer engagements.

  • Strong leadership skills – some previous management, team lead experience preferred

  • High sense of accountability, results oriented and never give up attitude

  • Ability to navigate a complex matrix organization and connect with key stakeholders

  • Outstanding communication and interpersonal skills - ability to inspire people operate at their best and drive change in fast paced environment.

  • Passionate about customer success and how innovation can become a game changer

  • Role reports to the Head of Presales in ANZ

  • Travel 20-30%

Work Experience

  • At least 10 years of professional experience with 5 years of Presales experience.

  • A GREAT Salesperson. You have a desire, even an obsession, to make customers successful with the best Cloud and Data Platform in the world.

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 .

# TWAusMel210618

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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