Head of Presales

**What we offer**

**ROLE DESCRIPTION**:
The Head of Presales leads a team of creative and talented Presales Specialists and/or Principals as well as Presales Managers. The Head of Presales combines strong leadership skills defining and implementing the team´s strategy with a deep knowledge of the solutions in the Intelligent Spend Management and Business Network space. The Head of Presales makes sure the team performs at its best and has the right knowledge, skills, and conditions to win the market. The Head of Presales provides leadership and mentoring for his team and develops the team members’ solution and sales skills to optimize team performance. To ensure continuous success she/he will foster a growth mindset environment. She/he must possess strong solution selling and value-based selling skills. The Head of Presales ISBN is strongly aligned to his peers in the Industry & Customer Advisory (ICA) team to put in practice One SAP in all customer interactions as well as with the regional sales leader for ISBN to plan and execute on the GTM plan.

**EXPECTATIONS AND TASKS**:
Strategic guidance and leadership:

- Making ICA´s vision of consistently exceeding customers’ expectations to get the intended impact in every interaction by exploiting VAT passion for customer success a reality in the ISBN presales team
- Shaping and implementing the ICA strategy in the ISBN presales team to ensure success.
- Set a vision and goals for the team
- Lead strategic programs at regional level

Operational Task:

- Analyze and help qualifying opportunity to staffing and assign tasks to his team members properly
- Coach and support ISBN presales to define the opportunity strategy and design the engagement execution to increase win rate
- Lease with sales to monitor and review the deal execution to ensure swift deal maturation.
- Continuously check the quality and the approached delivered by the team to ensure excellence in delivery and customer interaction
- Coach, Drive and foster innovation in Customer engagements

Team Development Task:

- Identify areas of development for each team member and work with each to define and execute a tailored learning plan including managers reporting to her/him. Foster an atmosphere of continuous learning and improvement.
- Run a dry run framework to ensure continuous improvement of the teams ‘performance
- Monitor the development activities for your team members toward their solution learning goals.
- Provide feedback and coaching to your team members after dry-runs, demos and presentations in order to help them hone their skills.
- Provide formal oral and written feedback to your team members during regular SAP Talk conversations.
- Help develop the larger presales organization through leadership of a Solution Hub which provides enablement and a voice of the field to solution management.

Solution Readiness Tasks/Solution Hub:

- Run the regional Solution Hub by ensuring enablement needs for your MU or Region are achieved based on the skill-gaps on your team.
- Maintain a high-level knowledge of SAP’s solution suite in the specialization area of ISBN.
- Understand the key competitors and insure their team members understand and leverage SAP’s unique value wedges in every customer interaction.
- Understand fully the demo assets and enablement assets that should be leveraged in the market unit/region and making sure any gaps in needs are addressed.
- Engage in supporting marketing events in assigned specialization where appropriate.

Additional Information
As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

**Required skills**:

- Strategic thinker
- People motivators and natural leader
- Passion for innovation and out of the box thinker
- Solid solution knowledge in the ISBN space

**WORK EXPERIENCE**:

- 10+ years of relevant presales experience with 2-4 years of people management experience
- Good knowledge in the ISBN solution portfolio.
- Experience in:

- People Management
- Performance Management
- Sales and sales processes
- Delivery of high volume short duration work packages
- Building and motivating teams

**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**:

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

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