Senior Finance Presales Solution Advisor

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Key Responsibilities & Tasks

The Presales Senior Specialist possesses advanced/expert level knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.

A 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 Presales Senior Specialist 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 cycles they can take on the role of a Solution Captain managing complex customer engagements. In addition to deal support, a Presales Senior Specialist collaborates with sales and subject matter expert teams to plan and execute business development strategies through the use of creative techniques such as Design Thinking.

Deal Support :

• Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customer audiences. The presentations must articulate the business improvement 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 / Proof Of Concepts 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 / key presentation / POC, conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs. In addition, plan and conduct dry runs with the sales to align and rehearsal the planed customer presentations.

• Has broad knowledge of the SAP solution portfolio and the ability to cover discussions and provide a point of view across the SAP portfolio.

• Has deep knowledge of the SAP solution portfolio to demonstrate many/all products within at least one major solution area in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.

• Has knowledge of appropriate industries and can provide industry specific solutions insights and perspective to our customers.

• Stays current on solution and industry updates in their domain leveraging SAP learning maps etc. Maintain a close understanding and appreciation of competitive solutions.

• Support RFx completion in support of customer proposals.

• Ability to effectively present to customers “remotely” using virtual technologies (such as SAP Virtual Studio, Adobe Connect, etc.).

• 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’ participation to support a successful customer presentation or demo.

Effectively leverage support teams who are there to support Presales success. (Global / Regional Industry Advisors, Solution Specialists, Center of Excellence, Value Advisors, Solution HuBs, Deal Advisors, Solution Experience, Product Management, etc.) and be personally accountable for the customer outcome.

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.

• Build close customer relationships

Sales Readiness

• 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.

Experience & Educational Requirements

Experience & Language Requirements

• 5+ years of presales experience
• 3 -5 years of solution specialist experience (or equivalent customer facing role) with SAP solutions in the Finance domain
• SAP delivery experience is an advantage, having gone through 5-7 project cycles implementing S/4HANA or EPM capabilities in design and configuration capacity.
• SAP Support experience is an advantage, within the partner ecosystem or customer internal support organization in an end-user facing capacity.
• Demonstrates 5-7 successful engagements in leading SAP solutioning and adoption.
• Senior knowledge/expertise (up to configuration levels) on end-to-end processes/solution matching in Finance domain.
• Experience in sales and sales processes is an advantage.
• Excellent presentation and communication skills English: proficient.
• Business level local language: expert.

SAP Finance Specialization

• Knowledge in specialization areas are highly desired and a strong advantage, in the following order of desirability:
  • EPM (Group Reporting, SAC Planning, BPC and/or non SAP EPM solutions)
  • Project Systems, Asset Accounting, Controlling
  • Real Estate Management and IFRS 16
  • Cash & Treasury Management including Multi Bank Connectivity
  • Funds and Grants Management

Education

• Bachelor equivalent: minimum requirement
• Master equivalent: optional
• MBA / Ph.D.: optional

Professional Training & Certification

• SAP Certification(s)
• Value Engineering
• Industry Certification
• Leadership Certification (eg INSEAD)

Communication

• Excellent presentation and communication skills at both business process and solution capability levels.
• Efficient use of language in a non-technical, non functional manner to simplify complex concepts for business users.
• English: very proficient, comfortable executing demos and responding to RFPs in English.
• Business level local language: expert, able to independently translate standard content and localization topics for full delivery in local language.

Addendum: Presales Job Family

• Responsible for providing product support and services to both internal and external stakeholders during the sales activities.
• Provides pre-sales and/or post-sales support of products/systems.
• Provides functional knowledge in delivering sales presentations and product demonstrations.
• Delivers, helps develop and maintains standard product demonstrations and materials to secure business and increase revenue.
• Understands business and industry; realizes product's return on investment and drives knowledge into sales force.

Location

Flexible (PH, TH, MY, ID)

​Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 407543 | Work Area: Presales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

Job Segment: Pre-Sales, Cloud, Testing, ERP, Finance MBA, Sales, Technology, Finance