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The role: The Solution Specialist (SS) is responsible for driving and co-owning SAP solution sales, business development, and marketing activities within his/her assigned region. The role functions as a partnership with the primary account manager and as a result is not limited to traditional “overlay role” restrictions, the SS is expected to take a consistently proactive approach to developing the technical solutions business in the region. The SS is the technical lead in the region for pre-sales (both managed and professional services) customer engagements and sales enablement for the respective region. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services. The SS will scope professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers.
Position Purpose The SS role within the sales process is to fully understand a prospect’s business problem and construct a solution around that problem leveraging SAP products whether on premise or on Cloud platforms (AWS/Azure). The SS exhibits a high level of sales and business maturity, operates independently in pre-sales activities and has the proven ability to quickly understand business problems and find the appropriate SAP technology offerings and differentiators.
A SS interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the SS during an active sales cycle is to gain acceptance from the customer that the SAP solution can solve the customer’s problem and advise the customer on Cloud platform capabilities (AWS/Azure). During these cycles they often take on the role of a Solution Captain. In addition to deal support, a SS collaborates with sales and Delivery Engineer teams to plan and execute business development strategies. The SS understands technical architecture and design expertise within the SAP Cloud based technologies, process and integration solutions space.