SAP Presales Solution Architect

Job Description:

Job Profile Summary

An exciting opportunity exists to join our thriving SAP Architecture Practice as a Senior SAP Pre-Sales Solution Architect and Pre-Sales Solution Presenter. This role serves as a senior role supporting our AMS  business and has broader regional guidance and support scope. 

The SAP Pre-Sales Solution Architect is primarily responsible for performing solution design for pursuit and bid responses to enable our clients to harness the power of SAP to meet their business requirements.  This role also contributes to a team of specialist SAP solution specialists to help define solution offerings required to assist our customer requirements and is tasked with sharing information and knowledge with the other architects to help develop reusable content for pursuit management solution design.

This role will support the SAP Practice Pre-Sales Solutioning team achieve the practice success objectives, associated with growth, improved pursuit win ratio and identifying revenue expansion opportunities.

The ideal candidate will have an overarching knowledge of SAP offerings with the ability to coordinate and architect solutions that will take our clients business to the next level, whether responding to direct requests for tender or looking at expanding solutions at existing clients to overcome business pain points. It will also be advantageous if the candidate has high quality experience and presentation skills for facilitating and demonstrating solution offerings, IT strategic road maps and targeted client system-based solutions to local and regional clients. The candidate also needs strong commercial acumen, as this role will assist with estimations, project scope definition and deliverables definition for inclusion in statements of work and customer contracts.

This is also a client facing role, so excellent interpersonal skills and strong verbal and written communication skills are essential.

Essential Job Functions

• Serves as a senior solutioning specialist for Americas scope; primarily responsible for supporting pre-sales opportunities and supporting with the transition from sales to delivery within Organization, while supporting pre-sales presentations and demonstrations.

• Develops market strategies and plans and executes them to develop solution offerings.

• Supports solutioning consultants within the practice to establish reusable content for solution offerings aligned with market demand.

• Has oversight responsibility for key pursuit solutioning engagements. Ensures that solutioning and architectural aspects of those engagements achieve profit objectives, sales targets, resource utilisation and revenue goals.

• Contributes thought leadership in chosen discipline and understanding of client business. Establishes and articulates solution innovations and growth opportunities for clients

• Influences decisions and pursuit approach for clients/potential clients.

• Develops compelling proposal strategies and win themes; participates in sales pursuits.

• Ability to lead evaluation activities and support business case development for clients

• Presents to large size groups of key decision makers at the executive and solution specialist level; develops and communicates vision and purpose, encourages contribution and support from others. Contributes to pursuit proposal orals and national or regional events.

• Contributes towards the solution analysis and scope definition of new pursuits and projects and assists commercial and legal teams establish appropriate definition wording to clearly and concisely define the scope, deliverables, and customer responsibilities.

Basic Qualifications

• Bachelor's degree or equivalent combination of education and experience

• Master's degree in business administration or related field preferred

• Twelve or more years of industry or client relationship experience

• Ten or more years of relevant consulting experience

• Strong experience with running client presentations and system demonstrations

• Experience working with concepts, practices, and procedures

• Experience working with management implications of various forms of financial data

• Experience selling and delivering solutions to multi-national clients

• Experience running complex solutioning processes and facilitating client demonstrations or solution presentations

Other Qualifications

• Excellent verbal and written communication skills

• Strong strategic management and planning skills

• Good ability to deal with and resolve ambiguity

• Ability to publicly represent company with clients and other external entities

• Ability to anticipate problems and take decisive action, giving regard to the impact on both the client and the company

• Ability to adjust personal style to different situations

• Ability to understand and identify with client business operations and system requirements

• Ability to translate business and SAP solution terminology, to assist align expectations of client representatives and SAP configuration/development resources