Presales Expert

The Presales Expert possesses advanced level knowledge of SAP and partner software solutions.  The Solution Advisor participates in sales cycles as a member of the virtual account team (VAT team), supporting of the sales account strategy.  Interaction with prospective and existing customers through executive meetings, discovery sessions, solution demonstrations, executive presentations and continued account support. The Primary role of the Presales Senior Specialist during an active sales cycle is to become a trusted advisor and gain acceptance from the customer that SAP solution solves the customer’s pain points.  Articulating the value of SAP over competitive solutions while defining why SAP is the right choice.  The Presales Senior Specialist must understand customer challenges / driving factors for transformational change, designing presentations and demonstrations, while contributing to and executing in line with the account strategy.  During these cycles they often take on the role of a Solution Captain and leads Solution Advisor teams of various skillsets in pursuits.  In addition to deal support, a Solution Advisor collaborates with sales, product/ solution management, industry experts and value engineering teams to plan and execute business development strategies.

Open to the following locations:  Calgary, Vancouver, Toronto or Montreal.

Deal Support:

Demonstrate deep knowledge of SAP solutions and appropriate industries and maintain credibility with prospective customers. Provide proof points with relevant customer stories.
Ability to lead as a Solution Captain when deals require complex solutions and require multiple Solution Advisors participate to support a successful customer presentation or demo.
Conduct discovery sessions with representatives from the prospective customer to build relationships and understand their unique needs.
Compose and deliver superior sales presentations and solution demonstrations covering SAP solutions. The presentations must articulate the value, align with the sales strategy, differentiate SAP, and leave a strong and positive impression to audiences including C-Suite executives.
Personalization of sales content / demos to ensure delivery of a simple, appealing and compelling customer presentation.
Effectively leverage support teams who are there to support Solution Advisory success. (Global / Regional Solution Specialists, CoE, Value Advisors, Solution HuBs, Deal Advisors, Solution Experience, Product / Solution Management).
Support RFx completion in support of customer proposals.
Ability to effectively present to customers “remotely” using virtual technologies.
Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition.

Demand Generation

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.

Sales Readiness

Participate in training of the latest new releases of our SW and develop close relationships with sales teams in order to promote the new products
Share with broader team new solutions and technologies
Provide feedback on demo system design and planning and assist in configuration if needed. Participate in new product release input and testing and training of peers.
Participate in Solution Hubs and provide knowledge transfer to colleagues as needed.

WORK EXPERIENCE:

10+ years of experience in business in the areas of Supply Chain Management, Procurement, Material and Inventory Management, Transportation and Logistics, Asset and Operations Management
Proficiency with SAP S/4HANA and the SAP Digital Supply Chain
Strengths should include Procurement, Material Management, and EWM
Evangelist for SAP Industry 4.0:  Focus on Customers, Reinvent Production and Connect the entire company
6+ years of Solution Advisory / presales / consulting / software implementation experience

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

Bachelor equivalent

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