Presales Expert

ROLE DESCRIPTION

The Presales Expert Job Profile can take 3 different paths

• Presales Solution Expert
• Presales Customer Solution Manager / Principle
• Enterprise Architect

Presales Solution Expert Role

The Presales Solution Expert identifies, understands, and defines customer needs in order to develop and maintain standard product demonstrations and materials to close business and increase revenue. Provides additional support to account executives and conducts demonstrations for strategic purposes, including tradeshows and SAPPHIRE. The Presales Expert is considered one of the most knowledgeable Presales persons on a given solution in the Business unit they support.
Deal Execution / Demonstration Lead Tasks

• Responsible for highly complex / visible pre-sales and/or post-sales support of company products/systems.
• Provides advanced-level technical support to complex sales presentations and product demonstrations.
• Provides answers to customer / internal SAP team inquiries concerning advanced solution topics.
• Provides software development and consultation to prospective customers.
• Supports regional and offshore Demo Architect teams to build demos based upon customer requirements to demonstrate feasibility of the application, often requiring rapid prototyping.
• Will participate in demo system design, planning and spec-out configuration requirements if needed.
• Participate in new product release input, testing and training of peers.

Strategic Tasks

• Quickly establishes oneself as the thought leader of the VAT and fine tunes account strategy.
• Guides team in creation of overall theme & competitive differentiation (value wedges)
• Executes vigorous dry runs on strategic deals and customer engagements.
• Effectively transitions engagement to implementation partner / Field Services
• Is proactive in sharing their knowledge with the greater presales community through Solution Hubs or other enterprise social media where collaboration takes place.

Presales Customer Solutions Manager / Principle Role

The Presales Customer Solutions Manager Principle (PCSM/P) leads and manages all Presales engagements for a given set of opportunities aligned to a group of sales teams. S/he works with the sales teams to support sales strategies by engaging the appropriate Presales team. A PCSM/P must possess strong solution selling and value-based selling skills, and be able to mentor and coach the assigned presales team members in support of sales cycles.
Deal / Account Support Tasks (70%)

• Support and liaise with sales in account planning activities to build the customer vision
• Single point of contact for Sales into the Presales organization for his domain
• Support sales in building a trusted relationship in both IT and LOB
• Research, document account and industry context maps, understand the account’s business model
• Jointly with sales executes the account strategy
• Deliver executive wo