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Presales Business Architect, Public Sector

Job Description and Requirements

Job description / Role

Work Area: Presales
Expected Travel: 0 - 20%
Career Status: Professional
Employment Type: Regular Full Time 

COMPANY DESCRIPTION 

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. 

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives. 

ABOUT SAP 

As you know, SAP's vision is to help the world run better and improve people's lives. 

As THE cloud company powered by SAP HANA, SAP is a market leader in enterprise application software, helping companies of all sizes and industries Run Simple. 

We empower people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably. 

At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. Here, you work alongside creative thinkers who share your interests, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you're able to build your career. It's no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer. 

PURPOSE AND OBJECTIVES 

The Presales Business Architect leads and manages strategic presales activities for a given set of opportunities and customers and support driving the digital transformation vision and roadmap. The Presales Business Architect serves as a confidante to sales team to plan and orchestrate sales engagements and to set the appropriate team of Specialists. A Presales Business Architect is an evangelist for the SAP digital transformation, cloud strategy and solutions in their discussions with customers to influence opinions and inspire action. The Presales Business Architect must have a good working knowledge of SAP solutions, and how they relate to customers' expectations and requirements. 

The Presales Business Architect engages with the customers to ideate on new and innovate solutions and works closely with the team to architect solutions that solve our customer's most complex business problems. The Presales Business Architect must be resourceful and creative and be able to work collaboratively with the SAP virtual account team, partners and customers. The Presales Business Architect must possess strong solution selling and value-based selling skills. 

TASKS AND EXPECTATIONS 

The Presales Business Architect will have the following responsibilities: 

Tasks: 

- Serve as the single point of contact for the Account Executives and specific customers in support of sales opportunities being the key driver from vision to use cases to tangible solution proofs 
- The Presales Business Architect orchestrates internal and external engagement as a deal captain, drive deal qualification, prioritization and setting the right team in close co-operation with the Account Executive and Presales Manager 
- Presales Business Architects will spend time with customers and lead the engagement with key stakeholders by actively participating in customer meetings, events and evangelize business innovation topics in customer industry language and solutions 
- Facilitate innovation workshops with design thinking techniques and ensuring consistent theme and readiness for workshop/demo delivery 
- Presales Business Architects own the quality of the solution specific proposals (presentations, demonstrations, innovation workshops etc.) by driving the process from vision to use cases to tangible solution proofs 
- Co-create the digital transformation vision with key stakeholders at customer and SAP 
- Presales Business Architects hold themselves and others accountable to the standards established via Best-Run for delivering memorable customer engagements 
- Responsible for resource search and reaches out to presales manager for approval and allocation/staffing of the identified resources in the system 
- Drive deliverables as Business Transformation Roadmaps, Solution feasibility studies and proposals, Business case input, RFx's, Use case stories to fulfil vision, Solution maps, manage PoC, Mock-ups etc 

Expectations: 

- Build strong relationship with SAP Sales teams and with their assigned customers 
- Experienced in presenting to and talking with C-level managers and orchestrate to co-operation of cross teams (Business, IT etc) 
- Excellent team management skills and experience with orchestration of complex deals envisioning the big picture and value for the customer 
- Provide best-practice guidance on customer processes and present business values related to solution proposition and roadmap

Requirements

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES 

Personal skills: 

- Self-confident, action and result oriented with a passion for success 
- Master degree required, MBA or equivalent degree required from accredited university preferred 
- Innovative thinking 
- Ability to work in international and virtual teams 
- Excellent communication skills on all levels 
- Fluency in English, Arabic language an asset 

Work Experience: 

- 8+ years of professional experience including min 5 years of Business Consulting and/or Presales experience in areas appropriate to the job 
- Demonstrate successful engagements 
- Expert knowledge/expertise on the end-to-end SAP processes/solution 
- C-Level messaging and influencing experience 
- Experience in sales and presales processes 
- Digital transformation, Business Consulting and/or Presales experience 
- Leadership experience in virtual and cross- functional teams