Senior HCM Presales Specialist (f/m/d)

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Senior HCM Presales Specialist (f/m/d)

The HCM Presales Senior Specialist possesses advanced/expert level knowledge of SAP SuccessFactors and partner software solutions and participates in sales cycles as a member of the sales account team in support of the sales account strategy.

An HCM Presales Senior Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the HCM Presales Senior Specialist during an active sales cycle is to gain acceptance from the customer that SAP SuccessFactors solution can solve the customer’s problem and is the right choice over the other competitive offerings. During these cycles, they often take on the role of a Solution Captain, leading the team from a solution perspective. In addition to deal support, a HCM Presales Senior Specialist collaborates with sales and Industry Value (IVE) teams to plan and execute business development strategies using Design Thinking tools and techniques.

Deal Support

• Compose and deliver superior sales presentations covering SAP SuccessFactors and partner software solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP SuccessFactors, and leave a strong and positive impression to audiences which can include senior company executives.
• Prepare and deliver value-based software demonstrations/presentations 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 or key presentation, conduct discovery sessions with representatives from the prospective customer to build relationships with the customer and understand their unique needs.
• Demonstrate deep knowledge of SAP SuccessFactors solutions and appropriate industries to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
• Assist with RFP and RFI completion to support customer proposals.
• Ability to effectively present to customers “remotely” using virtual technologies
• 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 participates to support a successful customer presentation or demo.
• Effectively leverage support teams who are there to support presales success. (Global / Regional Solution Specialists, Center of Excellence, Industry Value Engineers, Solution Hubs, Deal Advisors, Solution Experience, Product Management).
  

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.
• Sales Readiness
• Develop close relationships with sales teams 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.
• Participate in new product release input and testing and training of peers.
  

What You Need To Have

• Driven To Be The Best. Self-Motivated. You love to win. There’s nothing like the feeling of being the best and exceeding expectations. Be all that you can be – is something you strive for every day.
• Memorable Presenter. You can take customer requirements and demo scripts and make it entertaining, exciting and compelling with unusual insights that customers will remember long after the demo is forgotten.
• Insightful Problem Solver. You enjoy a difficult challenge because you have the know how to think outside the box to create the best solution.
• Communication Skills. You know what to say and the best possible way to say it whether in a presentation, over the phone or via email. You also have strong media/presentation software skills for use in creating memorable content.
• Attention to Detail. An additional 25 can determine a win or a loss. You recognize that attention to detail is the difference between something good and something great.
• Flexibility. Able to remain positive in challenging situations. You are willing to do what it takes: adjust, adapt and welcome new alternatives.
• Passionate About Customer Success. You know that when our customers are successful, we are successful, and you will do anything you can to help them realize their goals as an organization.
  

Work Experience

• 5+ years of presales experience.
• 3 - 5 years of solution specialist (or equivalent customer facing) experience in HCM areas including Payroll and Talent Management.
• Demonstrated on 5-7 successful engagements leading teams on mid-large sized deals.
• Expert knowledge/expertise on end to end processes/solution matching in the HCM areas.
• Experience in sales and sales processes.
• Excellent presentation and communication skills in English and German is a must.
• 3+ years of Enterprise Software sales experience preferred.
• Bachelor’s degree or equivalent: minimum requirement
  

Are you looking for a compelling career or an exciting adventure?

At SAP, you don’t have to choose. As the global leader for business software, SAP helps companies in more than 25 industries and has employees in 130+ countries—which means tons of opportunities for you to grow and expand your career. As the inventor and visionary that reimagines what’s possible in the digital economy, SAP is changing the game of business as we know it.

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com .

EOE AA M/F/Vet/Disability

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID:328136 | Work Area: Presales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:

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