Presales Senior Specialist Job Listing at SAP in Auckland
Technology, Business Services
Deal Support :
•Compose and deliver superior 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. A discovery session is an interview 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 at least one Community of Practice (CoP).
•Collaborate with sales teams to participate in various one-to-many lead generating activities.
•Participate in marketing events such as SAPPHIRE, SAP Insider, 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
•Collaborate with sales teams to plan account strategies through participation in informal and formal account reviews.
•Develop close relationships with 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
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