Presales Specialist – Business Analytics SAP - Kenya

Presales Specialist – Business Analytics

Do you demand the best from your professional career? Are you inspired by excellence? AtSAP, you will have the power to make a real impact. As the global market leader for businesssoftware, SAP helps companies and organizations in more than 25 industries to run better.

PURPOSE AND OBJECTIVES:

The Presales Specialist possesses advanced knowledge of SAP and partner software solutionsand participates in sales cycles as a member of the virtual account team in support of the salesaccount strategy. A Presales Specialist interacts with prospective customers through discoveryconversations, product solution demonstrations, executive presentations and follow-updiscussions

EXPECTATIONS AND TASKS:

Deal Support :•Compose and deliver superior sales presentations covering SAP and partner softwaresolutions to prospective customer audiences. The presentations must articulate the salesmessage, differentiate SAP, and leave a strong and positive impression to audiences which caninclude senior company executives.•Prepare and deliver software demonstrations in support of sales cycles. Preparation includespersonalization of demos to ensure delivery of a simple, appealing and compelling customerpresentation.•In advance of a demonstration or key presentation, conduct discovery sessions withrepresentatives from the prospective customer. A discovery session is an interview to identifyand understand key pain points which will determine the value drivers and solution enablers forthe 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 closeunderstanding and appreciation of competitive solutions.•Demonstrate deep knowledge of SAP solutions and appropriate industries in order to maintaincredibility 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 asmooth transition.•Participate in at least one Community of Practice (CoP) and contribute to the local SAP UserGroup.Product market awareness:•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 specificindustries or solution areas.•Collaborate with the sales team to identify whitespace opportunities at accountsEnablement•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.•Transfer adequate understanding of your solution area to the sales team so they can identifyappropriate opportunities for your solution area and engage with you in this regard.•Work with SAP implementation partners to enable them to a more detailed level so they cansupport sales of your solution area with and without SAP assistance.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

•Bachelor equivalent: minimum requirement•Master equivalent: optional•MBA: optionalProfessional Training & Certification•Value Engineering•Value Lifecycle Manager•Industry CertificationCompetencies:Quantitative :•Software license•Utilization Rate•Profitability/contribution•Total revenue of supported deals•Number of deals closed•Win/loss ratio of supported deals•Limited number of follow-up demonstrationsQualitative:•Quality of business closed as defined by product expectations established by customer•Quality/quantity of references case for the solution•New customer names•Quality of sales support deliverables including RFIs, RFPs and surveys•Effective knowledge transfer to colleagues•Breadth and depth of industry and business process knowledge•Activities performed and recorded to demonstrate the relationship with account team and peers

Desired Skills & Experience

WORK EXPERIENCE:

•3+ years of presales experience

•3-5 years of solution specialist (or equivalent customer facing) experience in areas appropriateto the job, specifically focusing on the following SAP Business Analytics products:

>Business Planning & Consolidation

>Disclosure Management

>Profitability & Cost Management

>Strategy Management

>Business Objects reporting tools

>GRC products (Access Control, Process Control, Risk Management)

•Knowledge and/or experience with IBM (Cognos) and Oracle equivalents of the SAP products ifnot familiar with the SAP Business Analytics product suite.

•Extensive knowledge/expertise on end to end processes/solution matching

•Experience in sales and sales processes•Excellent presentation and communication skills

•English: proficient

•Business level local language: expert

SAP'S DIVERSITY COMMITMENT:

To harness the power of innovation, SAP invests in the development of its diverse employees.We aspire to leverage the qualities and appreciate the unique competencies that each personbrings to the company.

Company Description

As the world's leading provider of business software*, SAP delivers products and services which help accelerate business innovation for its customers. We believe that doing so will unleash growth and create significant new value – for our customers, SAP, and ultimately, entire industries and the economy at large - making the world a better place for people everywhere.
Today, more than 82,000 customers in more than 120 countries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations

(*) SAP defines business software as comprising enterprise resource planning, business intelligence and related applications such as supply chain management, customer relationship management, product life-cycle management, and supplier relationship management.