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Presales Business Architect, Qatar Job

SAP

Posted on November 14, 2019

2 - 3 years Doha - Qatar

Any Graduation. Any Nationality

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Job Description

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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.
The BA is responsible to co-define the account & sales strategy and plan and to successfully execute sales engagements. These engagements are based on a strong personal knowledge of the assigned Industry in combination with our solutions and customer business processes and models.
The BA leads and manages all Presales engagements for a given set of accounts and opportunities, with full accountability of the results from sales engagements, that she/he leads with proven leadership.
According to the defined sales and account strategy, the BA designs the sales process content and its execution, identifies and manages the staffing of required SAP resources (presales, Industry experts, Value engineer, Product/solution management, Consultants, etc), to exceed the customer expectations on business needs, impacts, solution capabilities and ultimately the end user experience.
The BA 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 can experience from SAP Solutions.
The BA must possess strong solution selling and value-based selling skills, business knowledge of the Industry he/she is responsible for and coach and manage the assigned presales team members in complex sales cycles.
Overview & Skills for Success
Business Architect is the ultimate SAP Solution expert:
Broad knowledge of various industry processes and business models
Broad knowledge of SAP Portfolio both solutions and technology
Knowledgeable with business capabilities of SAP solutions
Solid understanding of the latest industry and technology trends for the Middle East
Role s Capabilities:
Proven contributor and leader in account and opportunity strategy definition
Strong practitioner of customer discovery and deal qualification practices
Firm ability to staff and orchestrate VAT teams to create a business architecture (business processes) to meet the customer requirements with multiple SAP solutions
Strong gravitas in explaining the business impacts of a multi-solution architecture to Executives
Challenger, Sales and Digital Transformation attitude driven by a business mindset
Ability to harmonize SAP s win themes and key messaging during complex sales/ demo cycle
Seasoned and trustworthy solution 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 end-toend solution 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 & incremental solution opportunities
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
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.)
Consult executive with SAP solution requirement scope & fit
Deliver & support business process and model innovation workshops (design thinking)
Discover business needs, map solutions and explain business impacts to Executives
Design a business architecture that meets the customer needs and is supported by multisolutions
Design/validate solution landscape with EA and Solution specialists that meets customer requirements
Monitor the impact of Presales Specialists, ensuring consistency of win themes and overall messaging in customer interactions/demos
Ensure BOM preparation and that it aligns with the customers Business needs
Ensure hand over from presales to DBS/CEE/Partners
Govern the complex deals to ensure consistency in delivering messages, and solution presentation/demos, according to the sales strategy and customer needs
Business Development
Collaborate with sales/ COO area to identify opportunities in assigned accounts utilizing SAP solution
Deliver business workshops to discover and identify business needs
Build personal customer relationships and support AE s
Industry Readiness:
Role s Capabilities:
Proven contributor and leader in account and opportunity strategy definition
Strong practitioner of customer discovery and deal qualification practices
Firm ability to staff and orchestrate VAT teams to create a business architecture (business processes) to meet the customer requirements with multiple SAP solutions
Strong gravitas in explaining the business impacts of a multi-solution architecture to Executives
Challenger, Sales and Digital Transformation attitude driven by a business mindset
Ability to harmonize SAP s win themes and key messaging during complex sales/ demo cycle
Seasoned and trustworthy solution advisor to customer executives and decision makers
Able to establish personal long-term customer relationships
Team builder, natural motivator of team members


IT - Software Services

Architecture / Interior Design

Keywords

Presales Business Architect Qatar Job

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SAP

Established in 2007, SAP Middle East and North Africa is the subsidiary of SAP SE. The MENA region is considered to be one of the fastest growing markets for SAP globally. The market leader in enterprise application software is investing heavily in the region and has expanded SAP MENA’s operati ons. The subsidiary has 12 offices across the region including 3 in Saudi Arabia, 2 in Dubai, and one each in Oman, Kuwait, Bahrain, Qatar, Pakistan & Cairo. The company also has a regional Training and Development Institute located in Dubai. Being the market leader in enterprise application software, SAP helps organizations of all sizes and industries to overcome the harmful effects of complexity, generate new opportunities for innovation and growth, and stay ahead of their competition.





The company has more than 1350 customers and continues to build its customer base further. It has more than 1600 qualified SAP consultants and 120 business partners who support the MENA market in 16 countries across the region.





The company employs over 10,000 people across its offices in 130 countries. SAP is committed to keeping its employees happy, fulfilled and challenged by encouraging them to work towards their individual career goals. The company invests heavily in learning and career development to help their employees gain new skills and experience.

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