SAP TechEd US 2018 Learning Journeys

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Presales Consultant

The Presales Consultant possesses advanced/expert level knowledge of their solution portfolio and participates in sales cycles as a member of the account team in support of the sales account strategy. The role involves interacting with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Presales Consultant provides an advanced/expert level knowledge of SAP and partner software solutions, in their solution portfolio.

Key Tasks

  • Compose and deliver superior sales presentations covering SAP solutions to prospective customer audiences. The presentations must articulate the sales message, differentiating their company and SAP, 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 in order to build relationships with the customer and understand their unique needs
  • Support RFx completion in support of customer proposals
  • Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition
  • Effectively leverage support teams who are there to support presales success
  • Support one-to-many events both on-site and remotely
  • Collaborate with the sales team to identify whitespace opportunities at accounts
  • Develop close relationships with sales teams in order to promote effective sales methodologies
  • Participate in demo system design and planning and assist in configuration if needed