Presales Manager

**We help the world run better**

The Team Lead for the oCFO (TL oCFO) Solution Engineering team is a customer-facing role, working with strategic customers on their digital transformation journey. TL oCFO lead the oCFO team in engaging customers to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value in their entire finance vale chains. Working alongside the sales, the industry business architect and various specialists’ solutions team from SAP, the oCFO interacts with prospective customers through executive meetings, discovery conversations, technical/solution demonstrations, executive presentations and follow-up discussions. The Primary role of the team during an active sales cycle is to gain understand of customer requirements and identify SAP solution than can solve the customer’s problem and is the right choice over the other competitive offerings.

**Key Areas of Responsibility**
- ** Demand generation**: TL oCFO is responsible for demand generation, oCFO solutions suite of pipeline, build strategies and development of initiatives to drive oCFO solutions pipeline, revenue and in elevating SAP’s leadership position in Finance solutions offering. Proactively plans one-to-few or one-to-many events, including partnering the industry team for industry academies; maintains a thought leader profile through publication of blogs and articles and interact regularly with analyst community to enhance SAP profile in finance transformation and enablement.
- **
Account-specific demand generation**:IBA HC leads strategic account planning sessions with customers, facilitates customer visioning workshops and leads delivery of value focused engagements. Identifies framing digital transformation themes that are relevant to the customer’s industry; establishes a roadmap and timelines to realise business outcomes from the identified themes and secures support from the relevant customer stakeholders. Supplements the roadmap with the relevant business and solution architecture; and together with the Virtual Account Team (VAT), draws out the business and solution architecture to realise the vision. Drives business model and process innovation for the assigned customers.
- **
End-to-end deal execution**: TL oCFO works with the sales team and orchestrates the support by the various oCFO resources, which includes deal execution leadership across the sales cycle - from qualifying opportunities to delivering various services as needed to bring the opportunities to a successful close. Participates in qualification, leads opportunity strategy and solution positioning; leads an engagement team in delivering other services such as enterprise architecture, ensuring a cloud-first strategy, including cloud architecture in multi-cloud and hybrid-cloud environments. Most importantly, TL oCFO need to optimise his resources balancing the critical activities of deal closing, demand generations as well as software adoption by the customers/

This position requires a senior individual with a strong blend of finance expertise, digital transformation, business/solution architecture and consultative skills. It is an expectation of the role that this individual will be able to build and maintain senior executive relationships with the senior executives form the customers’ side.

**Key Tasks**
- Lead with Finance expertise and drive the go to market strategy for SAP SEA.
- Be a trusted advisor to C-level management as well as their teams to support them in their finance transformation journey
- Drive demand generation and account planning, opportunity planning and opportunity qualification in collaboration with the sales account team across key countries
- Articulate key concepts of Intelligent Enterprise, digital transformation, customer experience and cloud adoption
- Understand the customer’s business strategy and technology needs, identifying the key capabilities and technology enablers required to support these
- Lead a VAT for delivering end-to-end customer engagements in assigned accounts
- Be accountable for the development of business case documents, visioning proposals, business architecture artefacts, delivery roadmaps and executive presentations
- Work within a matrix-style organisation across multiple teams and stakeholders
- Mentor and guide sales and VAT colleagues on strategic opportunities
- Participate in the delivery of solution best practices, reference architectures, educational sessions, industry events and industry academies for customers, partners and internal audiences

**Required Experience/Skills**
- Bachelor’s degree (or equivalent) required, MBA or equivalent degree from accredited university preferred
- Good understanding of role of IT in business, ability to communicate the business value of technology decisions
- Solid business case creation, analysis and research experience
- Experience in diverse technology landscape and proce