Presales Manager - Ciudad de México

Requisition ID: 287146
Work Area: Presales
Expected Travel: 0 - 10%
Career Status: Management
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.

Key Responsibilities & Tasks

The PreSales Manager leads and manages a team of PreSales Specialists and/or Principals. He or she has primary responsibility for the development of their team, thought leadership on creative and cost-effective support of revenue opportunities, and the deployment of Solution Engineers to influence customers and prospects to select SAP software. They are tasked with coaching and developing a fully engaged and respected team that maintains a high state of readiness to rapidly and with high quality showcase the value of SAP solutions and innovation to our customers. In addition, they 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 or Line of Business. 

As a people manager, they are responsible for supporting the success of not only their direct reports, but the success of all employees within the larger Virtual Account Team they are a part of by helping to identify development opportunities and supporting team members to achieve their goals. They 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’ ´skills and capabilities holistically to optimize team performance. A PreSales Manager is aligned to a solutions specialization (Solution HUB) or Line of Business (LOB) role (role based HUB) and is responsible for ensuring the Region or Market Unit’s readiness for adequately selling those solutions.

Major objectives of the PreSales Manager:

The PreSales Manager leads and manages a team of PreSales Specialists and/or Principals. He or she has primary responsibility for the development of their team, thought leadership on creative and cost-effective support of revenue opportunities, and the deployment of Solution Engineers to influence customers and prospects to select SAP software. They are tasked with coaching and developing a fully engaged and respected team that maintains a high state of readiness to rapidly and with high quality showcase the value of SAP solutions and innovation to our customers. In addition, they 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 or Line of Business. 

As a people manager, they are responsible for supporting the success of not only their direct reports, but the success of all employees within the larger Virtual Account Team they are a part of by helping to identify development opportunities and supporting team members to achieve their goals. They 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’ ´skills and capabilities holistically to optimize team performance. A PreSales Manager is aligned to a solutions specialization (Solution HUB) or Line of Business (LOB) role (role based HUB) and is responsible for ensuring the Region or Market Unit’s readiness for adequately selling those solutions.

Major objectives of the PreSales Manager:

• Drive customer success in supporting sales with a best in class PreSales team
• Build a highly motivated best in class PreSales team
• Drive strategy and execution in close alignment with sales management and account executives and the PreSales head
• Develop and drive the respective PreSales domain strategy in close partnership with the PreSales leadership
• Drive continuous improvement of the PreSales organization
• Create/Implement new ideas to boost pipeline, win rates and driving strategic projects
• Build key relationships with selected customers to sponsor and execute on customer innovation
• Represent PreSales within Sales Leadership
• Lead GTM and headcount requirement planning
• Align with COE on support strategy

Planning Responsibilities:

• Set and monitor objectives, breaking down Global/regional/MU/LOB PreSales strategy to the team, providing clear guidelines, to support the GTM
• Resource planning, recruiting & talent development according to regionally/MU/LOB aligned plan; Define skill requirements, identify skill gaps and take appropriate action within their team/HUB
• Compensation planning: Review and adjust of compensation plans, within budgetary constraints.
• Regularly review current plan and organization. Identify key market trends and translate them into actional programs

Leadership & Change Management Responsibilities:

• Align to the SAP Leadership Principles to drive simplicity, develop amazing talent, ensure customer success
• Lead by example, living the SAP values in the daily routine
• Serve as executive sponsor as necessary in strategic deals
• Drive consistent PreSales processes, closely manage team budgets and cost (according to F4P)
• Support programs to identify, develop and implement PreSales next practices (infuse them in the F4P)
• Provide feedback to global and the HUBs on the PreSales organization and practices
• Lead the team to consistently deliver relevant, impactful and compelling messaging in every interaction of the customer lifecycle
• Drive adoption of global best practices in the regional LOB

Monitoring and Controlling Responsibilities:

• Monitor PreSales performance holistically, take corrective actions
• Define and oversee the execution of programs designed to increase pipeline.
• Uncover opportunities to generate demand with customers to help drive additional revenue 

Development & Coaching Responsibilities:

• Build & manage a world class PreSales team
• Ensure the teams meets rapidly evolving business needs
• Understand any potential knowledge gaps that exist within 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.
• Participate in customer meetings, dry runs, provide regular feedback and coaching in a constructive manner
• Executive sponsorship on selected key deals

Collaboration & Alignment Responsibilities

• Actively participate in the MU/regional/LOB PreSales leader’s hub to define common standards and practices
• Liase with the regional sales organization and PreSales
• Lead or actively participate in the solution and role-based HUBs of within their domain, drive and facilitate best practice sharing

Experience & Educational Requirements

Experience & Language Requirements
> 8+ years of relevant presales experience with 1-2 years of people management experience
> Proficiency in one or more application areas from SAP solutions.
> Experience in:
> People Management
> Performance Management
> Sales and sales processes
> Delivery of high volume short duration work packages
> Building and motivating teams

Education
> Bachelor equivalent: minimum requirement
> Master equivalent: optional
> MBA / Ph.D.: optional

Professional Training & Certification
> Value Engineering
> Industry Certification

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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Job Segment: ERP, Engineer, Manager, SAP, Pre-Sales, Technology, Engineering, Management, Sales