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Senior Presales Specialist Job job in West London

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Company Name:  SAP
Location:  West London
Country:  United Kingdom
Requisition ID: 150049
Work Area: Presales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device - SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

About SAP

SAP is the recognized leader in providing enterprise business solutions for all types of industries and for every major market. Serving more than 36,000 customers worldwide, SAP is the world's largest business software company and the world's third-largest software provider overall. We have a rich history of innovation and growth that has made us a true industry leader. Today, SAP employs more than 43,000 people in more than 50 countries.

Role Purpose and Objectives

SAP's Customer Engagement and Commerce team (SAP Hybris) enables our customers to deliver

consistent, contextual, and relevant experiences to their customers regardless of channel or device.

SAP Hybris is changing the face of customer interactions for businesses across the globe. With solutions such as Commerce Cloud, Service Cloud, Sales Cloud, Marketing Cloud and Revenue Cloud we are transforming how both B2C and B2B businesses engage their customers. Leading organizations including 3M, Galleries Lafayette Nespresso or Nikon, have chosen SAP H Solutions to help support and drive their digital transformations.

Joining SAP Hybris means joining a team that promotes an empowered culture and allows all employees to contribute, to inspire and to make a difference. We value people that are committed to delivering superior results to our customers. We embrace innovative technology and new ideas. The primary goal for the SAP Hybris Solution Sales Executive is to truly challenge the market, by showing the value of SAP Hybris cloud solutions.

We are specifically looking for an experienced Presales Specialist or Senior Presales Specialist to join our growing team and help drive strategic enterprise-wide initiatives into accounts across the UK.

The SAP Hybris Presales Specialist possesses advanced/expert level knowledge of the SAP Customer

Portfolio, specifically Commerce Cloud and partner software solutions, and participates in sales cycles as a member of the account team in support of the sales account strategy. The position is part of the Presales team based at SAP's head office in Feltham, and the successful candidate will have a firm grasp of both on premise and cloud solutions.

The role involves interacting with prospective customers through executive meetings, discovery

conversations, solution demonstrations, executive presentations and follow-up discussions. The emphasis of the role is to provide value to prospects and customers through the SAP solutions, thus supporting the sales cycle. The role incorporates leading teams of presales specialists on larger sales cycles. In addition to deal support, a Presales Specialist collaborates with sales to plan account strategies. The role assumes coverage of both Cloud and On Premise positioning.

Expectations and Tasks

Deal Support:

  • Compose and deliver SAP Hybris sales presentations covering SAP 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 software demonstrations in support of sales cycles. Preparation includes
  • personalization of demos to meet the needs of prospective customers and personalization of demos
  • to ensure delivery of a simple, appealing and compelling presentation
  • In advance of a demonstration or key presentation, conduct discovery sessions with representatives
  • from the prospective customer to identify and understand key pain points which will determine the
  • value drivers and solution enablers for the presentation.
  • Reinforce the business value of SAP solutions through creation of compelling presentations,
  • demonstrations and participation in value engineering engagements.
  • Stay up to date with the latest SAP solutions as well as industry trends. Maintain a close
  • understanding and appreciation of competitive solutions.
  • Lead teams of presales specialists on larger sales cycles.
  • Demonstrate advanced knowledge of SAP solutions and appropriate industries in order to maintain
  • credibility with prospective customers. Provide proof points with relevant customer stories.
  • Join sales teams for initial executive meetings
  • Complete sections of SAP responses to RFIs and RFPs.
  • Post-sale, communicate the business requirements to the project/implementation team to ensure a
  • smooth transition.
  • Participate in the SAP Hybris Solution Hub and contribute to EMEA opportunities when needed.


Demand Generation
  • Collaborate with sales teams to participate in various one-to-many lead generating activities.
  • Participate in marketing events such as SAPPHIRE, Hybris Summit, and conferences for specific
  • industries or solution areas.
  • Support other marketing activities, including presenting at events for the solution, developing
  • reference customers, competitive positioning and analysis
  • Be proactive in identifying and supporting marketing opportunities such as local user groups to help
  • develop customer references
  • Develop and execute business development initiatives working with partners where appropriate
  • including working with partners
  • Collaborate with the sales team to identify whitespace opportunities at accounts


Sales Readiness

  • Collaborate with sales teams to plan account strategies through participation in informal and formal
  • account reviews.
  • Develop close relationships with SAP Hybris Line of Business sales team and the wider sales teams
  • in order to promote effective sales methodologies and the introduction of new products.
  • Participate in demo system design and planning and assist in configuration if needed.
  • Participate in new product release input, testing and training of peers.
  • Serve as a champion for assigned industry based product functionality and provide knowledge
  • transfer to colleagues as needed.
  • Share in-depth knowledge and experience with direct team to enable decision-making and provide
  • innovative solutions to complex business issues

Education and Qualification/Skills and Competencies

  • Bachelor degree equivalent - minimum requirement
  • Training and certifications:
    • Value Engineering
    • Value Lifecycle Manager
    • Industry Certification


Work Experience

  • 2 years (5+ Senior) of presales experience on Hybris or similar solutions
  • 3 -5 years of solution specialist (or equivalent customer facing) experience in areas appropriate to
  • the job
  • Experience of SAP solutions is required; knowledge of cloud solutions or a desire to learn about
  • them is also required
  • Expert knowledge/expertise on end to end processes/solution matching
  • Experience in sales and sales processes
  • Excellent presentation and communication skills and fluency in written and spoken English
  • Eligible to live and work in the UK


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 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations:
Industry:  Sales
12/07/2017
Job Ref:  150049-en_US
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