Presales Manager

il y a 3 jours

Bruxelles WatermaelBoitsfort, Belgique SAP Temps plein

**What we offer**

**Presales Manager Business and Enterprise Architects**

The Presales Manager leads and manages the team of Presales Architects (Business and Enterprise Architects).
He or she will be pivotal in the cloud mindset transformation of our organization.

He or she has primary responsibility for:

- the development of their team as engagement leads and customer trusted advisors
- ensuring leadership of deal captains on significant MU deals by adopting e.g., the Vision-to-Value
- framework, E2E process value positioning, etc.
- a strong collaboration between the presales and the Industry Value Advisors (IVAs)
- the deployment of Architects to influence customers and prospects to select SAP solutions

He or she are tasked with coaching and developing a fully engaged team that maintains a high state of readiness
to rapidly and with high quality showcase the value of SAP solutions, SAP E2E architecture, SAP roadmap &
strategy and its innovation to our customers. In addition, he or she will effectively balance skills and resource
allocation to best support pipeline and revenue attainment including deal management and personal leadership
for the most important and strategic opportunities in their Market Unit. The Presales manager will ensure
leadership on creative and cost-effective support of revenue opportunities.

As a people manager, he or she are responsible for supporting the success of not only her or his direct reports,
but the success of all employees within the larger presales team they are a part of by helping to identify
development opportunities and supporting team members to achieve their goals. He or she are expected to know
about the members of their extended team and share insights with their peer managers. They should look for
opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees
can reflect on their input immediately.

The Presales Manager leads and mentors their team and develops their team members’ solution, architecture
and sales skills to optimize team performance. A Presales Manager must possess strong solution selling and
value-based selling skills.

**Team Development Task**:

- Understand the expertise and potential knowledge gaps that exist on your team. Identify areas of development for each team member and work with each to define and execute a tailored learning plan.
- Foster an atmosphere of continuous learning and improvement.
- Lead your team to consistently deliver relevant, impactful and compelling messaging in every interaction of the customer lifecycle
- Monitor the development activities for your team members toward their industry and solution learning goals.
- At least once per quarter, provide feedback and coaching to your team members after dry-runs, demos and presentations to help them to continuously improve their selling, consulting and domain skills.
- Provide regular formal oral and written feedback to your team members during SAP Talk discussions
- Propel all your team members toward accomplishment of team/regional revenue targets. Involve each team member in at least one deal per quarter.
- Help develop the larger presales organization through leadership of a Solution Hub which provides enablement and a voice of the field to solution management.

**Architecture Readiness Tasks**:

- Provide thought leadership in matters concerning the creation and deployment of virtual assets to effectively engage with customers and prospects
- Maintain a high-level knowledge of SAP’s solution suite in the specialization area of responsibility.
- Understand the key competitors and ensure team members understand and leverage SAP’s unique value wedges in every customer interaction.
- Build key relationships and maintain a network of people in the IBU through the Solution Hubs that can be leveraged for market unit/regional support when necessary.
- Understand fully the demo assets and enablement assets that should be leveraged in the market unit/region and making sure any gaps in needs are addressed.
- Engage in supporting marketing events in assigned specialization where appropriate.
- Participate in the Solution Hub by ensuring enablement needs for your MU or Region are achieved based on the skill-gaps on your team.

**We are SAP**

**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.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnici

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