SAP SAP Hybris Presales Senior Specialist for Revenue Solutions Job in Milan, Italy
Requisition ID: 188977
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Management
Employment Type: Regular Full Time
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.
WHAT WE DO AT SAP HYBRIS
One customer. Many journeys. Infinite possibilities.
At SAP Hybris, we provide the world’s leading omni-channel customer engagement and commerce solutions. SAP Hybris is all about redefining customer engagement to deliver exceptional customer user experience via:
state-of-the-art customer data management (next generation CRM)
real-time context-driven marketing tools
unified commerce processes for every touch point, channel and device
new business model supporting tools
Do you want to be a part of redefining the customer front-office and back-office experience? Apply now!
The Presales Senior Specialist possesses advanced/expert level knowledge of SAP Hybris and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.
This position is centered around the revenue pillar, which encompasses both the B2C/B2B leading solution SAP Hybris Billing, as well as the brand-new revenue cloud. SAP Hybris Billing is currently used by the biggest companies worldwide to cover new business models, advanced invoicing needs or deep financial problem solving. Revenue Cloud is a totally new public cloud, microservice software at the heart of SAP Cloud first strategy. You will be placed in a challenging, evolving environment, to shape the future of the digital economy.
A SAP Hybris Presales Senior Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the SAP Hybris Presales Senior Specialist during an active sales cycle is to gain acceptance from the customer that SAP Hybris 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 Presales Senior Specialist collaborates with sales and value engineering teams to plan and execute business development strategies through the use of Design Thinking tools and techniques.
Compose and deliver superior sales presentations covering SAP Hybris and partner software 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 Hybris 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 Skype for Business).
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, Center of Expertise, Industry Value Engineering, Solution HuBs, Deal Advisors, Solution Experience, Product Management).
Support one-to-many sales and marketing events both on-site and remotely.
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.
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.
5 years of presales experience
3 -5 years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
Previous experience with SAP software is mandatory: ERP (preferably FI, SD) or CRM, as consultant or presales
Demonstrates 5-7 successful engagements leading small teams on small-mid-sized deals
Expert knowledge/expertise on end to end processes/solution matching
Experience in sales and sales processes
Italian speaking (either native or extremely fluent), fluent in English, any additional language is a plus.
Excellent presentation and communication, excellent business communication skills.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Bachelor equivalent: minimum requirement
Master equivalent: optional
MBA / Ph.D.: optional
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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