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Presales Business Architect- Enr

2 weeks ago

Doha, Qatar SAP Full time

**We help the world run better**

**Presales Business Architect - Energy & Natural Resources - Qatar**

In this contest of digital transformation and intelligent enterprise in the cloud, SAP Prospects and customers demand a solid, reliable, and trustworthy counterpart from SAP to work with as trusted advisor on how SAP offering can drive solid business transformation. This advisory role plays as the single point of contact for business owners in our prospects/customers, to let them better understand the Business value and superior user/client experience achieved by adopting SAP solutions in customer’s business contests. The Presales Business Architect (PBA) is the key role within SAP presales to develop a compelling value propositions that can drive the customer decision to invest in SAP and drive a Business and Cloud Transformation.

The PBA is responsible to co-define with sales counterpart the account & sales strategy, plan and successfully execute sales engagements with dedicated focus on offering SAP. Solution positioning. These engagements are based on a strong personal knowledge on how to position SAP to enabled business transformation and deliver tangible impacts.

The PBA leads and manages Virtual Account Team engagements for accounts defined as strategic in the specific in the dedicated Market Units, with full accountability of the results from presales engagements, that she/he leads with proven leadership.

According to the defined sales and account strategy based on business transformation objectives, the PBA designs the sales process content and its execution, create a Winning Plan that manages the staffed SAP resources (presales, Industry experts, Value engineer, Product/solution management, Consultants, etc), to exceed the customer expectations on business needs, impacts, that Rise enables.

The PBA is expected to establish a solid relationship with a Customer Executive (CXO), by speaking their business language and clarifying the business value that the Customer will experience from SAP Solutions.

The PBA must possess strong solution selling and value-based selling skills, business knowledge, coach and manage the assigned presales team members in complex sales cycles.

**Overview & Skills for Success**

**Business Architect is the ultimate SAP Solution expert in the focus industry.**
- Broad knowledge of business processes and business models enabled by ERP solutions
- Proficient in explaining the business value of cloud enabled S/4 and rise packages
- Relevant knowledge in the ENR (focus on O&G) industry and broad SAP portfolio
- both solutions and technology.
- Rise with SAP knowledge is a plus

**Role’s Capabilities**:

- Proven contributor and leader in account and opportunity strategy definition around SAP solutions
- Strong practitioner of customer discovery and deal qualification practices with specific focus on how adopting SAP in customer business contests
- Firm ability to staff and orchestrate VAT teams to create a business architecture (business processes) centered around SAP indsutry solution and able to extend with other SAP LoB solutions
- Strong gravitas in explaining the business impacts of a Business transformation and SAP solution to Executives
- Challenger, Sales and Digital Transformation attitude driven by a business mindset
- Seasoned and trustworthy advisor to customer executives and decision makers
- Able to establish personal long-term customer relationships
- Team builder, natural motivator of team members

**Impact**:

- Articulation of business messages with SAP unique selling points
- Consistent customer experience throughout the sales cycle via orchestration of the SAP positioning and messaging
- Trusted relationship with key customer stakeholders on SAP’s role in solving the customer’s business needs

**Roles & Responsibilities**

**Account Planning & Management**:

- Define (with sales executives) the account strategy and identify business needs and related opportunity enabled SAP in new and in established customers
- Research account and industry context maps, understand the SAP solution scope and possible customer needs
- Support and liaise with sales in account planning activities to build the customer vision based on solution scope
- Single point of contact for sales into the presales organization
- Strong ability to analyse customer strategy, customer organization (power map) and identify customer needs and related customer stakeholders

**Deal Support**
- Review/ensure professional opportunity qualification with sales and presales following the well-established SAP qualification processes
- Plan deal execution (activities, presales skills, win themes and expected outcomes)
- Staff required VAT experts within Presales and other SAP organizations (COE, IVE, IBU, partners etc.)
- Discover business needs, map solutions and explain Rise and S/4 business impacts to Executives
- Design a business architecture that meets the customer needs and is suppo