Job Title: LOB Presales Specialist
Employer: SAP
LOCATION: Maitama, Abuja, ,Nigeria
WORK AREA: PreSales
EXPECTED TRAVEL: 0% – 20%
CAREER STATUS: Professional
EMPLOYMENT TYPE: Regular Full Time
CONTACT DATA: Reuben Retnaraj
REFERENCE CODE: NG-57180780-EN-13-002
ADDITIONAL INFORMATION: T level – T2
PURPOSE AND OBJECTIVES:
The Presales Specialist possesses relevant advanced 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 Specialist interacts with prospective customers through discovery conversations, product solution demonstrations, executive presentations and follow-up discussions. Primary roles are:
Deal Support:
•Compose and deliver superior and innovative 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 may include operational staff, technical professionals and senior company executives.
•Prepare and deliver software demonstrations in support of sales cycles. Preparation includes personalization of demos to ensure delivery of a simple, appealing, compelling and relevant customer presentation.
•In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer and SAP. 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.
•Demonstrate deep knowledge of SAP solutions and appropriate industries in order to maintain credibility with prospective customers. .Provide proof points with relevant customer stories.
•Complete sections of SAP responses to RFIs and RFPs.
•Post-sale, communicate the business requirements to project/implementation team to ensure a smooth transition
•Participate in at least one SAP Community of Practice (CoP)
Enablement:
•Stay up to date with your solution area and the latest SAP solutions as well as industry trends. Maintain a close understanding and appreciation of competitive solutions. This being done through self-learning through e-learning and other methods.
•Transfer adequate understanding of your solution area to the sales team so they know when to call you in to assist...
•Work with SAP implementation partners to enable them to a more detailed level so they can support sales of your solution area with and without SAP assistance.
Awareness:
•Collaborate with industry and sales colleagues to participate in various one-to-many lead generating activities.
•Participate in marketing events such as SAPHILA, User Group Special Interest Groups, your own solution area awareness sessions (if the pipeline is below the required 4X cover), and other SAP conferences for specific industries.
•Collaborate with the sales team to identify whitespace opportunities at accounts
EXPECTATIONS AND TASKS:
The requirement is for a self-starting professional, hungry to share innovation and who wants to make a difference to the customers and partners interacted with. More specifically:
•Strong Enterprise Resource Planning (Financials/Order Mngt, Human Resources & Logistics)
•Some Supplier Relationship Management beyond ERP Procurement, and/or
•Some Supply Chain Management beyond ERP Logistics, and/or
•Some Customer Relationship Management beyond ERP, and/or
•Some Product Lifecycle Management beyond ERP Maintenance Management
•Extensive knowledge/expertise on end to end business processe/solution matching
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
•Bachelor equivalent: minimum requirement
•Master equivalent: optional
•MBA: optional
•Excellent presentation and communication skills, as well as the ability to be innovative in this area
WORK EXPERIENCE:
•3+ years of presales experience
•3 -5 years of solution specialist (or equivalent customer facing) experience in areas appropriateto the job.
•Experience in sales and sales processes
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