Purpose and objective of the job

This person will act as the liaison from the SME sales office to the presales community, specifically the SME presales leaders. All training and demonstration delivery should address the diverse needs of this market. Furthermore, this person should develop a strong GTM strategy, in conjunction with sales, specifically for this business area. Their responsibilities will include: training curriculum development, strategy development, virtual team management and channel enablement.

Education and qualifications / skills and competencies

• Strong organizational skills required
• Strong program management skills
• Develop a solid project plan with milestones and deliverables. Furthermore, execute on the plan quickly handling any issues and objections.
• Strong objection handling skills
• Good Communication Skills
• Facilitation skills are a must.
• The ability to listen to several sides of a debate and get agreement on common practices with buy in from all contingents
• Good Presentation skills
• Good Negotiation skills
• The ability to work with outside firms to develop training curriculum

Expectations and tasks of the job

• Drive SME adoption in the MU’s – Decipher Global initiatives to confirm to SME GTM and the relevance to PreSales and Solutions
• Develop standard processes – Determine the best structure and processes to execute in this Market Segment.
• Develop training curriculum for SME – Develop a training plan for all SME designated employees
• Integrate into SME Sales – Be the conduit for strategy and execution in a consolidate fashion between Sales and Presales

Work experience

• A strong internal SAP network is a plus
• Prior managerial experience in the SME market space is preferred
• Knowledge of the Channel partner community for SAP throughout EMEA is preferred
• Knowledge of SAP SME product offering is preferred
• Experience having rolled out a product offering with a presales community including, training development, value proposition creation, and demo techniques best practices.
• Preferably Mid Market experience with a competitor
• Strong understanding of the Presales role
• At least 5 years presales experience is required

What we offer

Working Arrangement: Permanent
Contract Location: Any EMEA NEWS MU
Travel: 50% +
Contact Person: James Isherwood, COO Recruiter, James.isherwood@sap.com
Reference Code: Jpsi_psdsme_01