Finance Presales Senior Specialist

**We help the world run better**

**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.

**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