Job Title: Business Architect
About SAP
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management.
Job Description
Responsible for providing technology support and technical services to both internal and external clients during the sales activities.
Provides pre-sales and/or post-sales support of products/systems.
Provides technical support to sales presentations and product demonstrations.
Delivers, helps develop and maintains standard product demonstrations and materials to secure business and increase revenue.
Understands business and industry; realizes product's return on investment and drives knowledge into sales force.
The Business Architects
are recognized leaders who by their individual contributions and by leveraging the VAT drive e2e Business and Solution Strategy across SAP portfolio at assigned accounts within an industry or industries:
Accountability
- manages projects, defines deliverables and provides definitive advice and interpretation of situations
- ensures business critical & innovative results
- ensures that goals and milestones are met and approved budgets are managed appropriately
- manages escalation appropriately
- tracks single project budget line
- builds strategic partnerships with key decision makers in customer & partner organization
- may include team lead or supervisory responsibiities
Complexity
- manages projects of high volume or high risk/complexity
- provides regular project status and updates
Experience
- sound professional experience
- deep knowledge of project management skills
- depending on LoB has a PMI, Six Sigma or equivalent certification
- if in Six Sigma has black belt
Communication
- represents SAP to customers' - is responsible for delivery of quality outcomes of projects of high volume or high risk
- represents SAP to customers
- finds common ground for cooperation within project team
- formulates clear project plans incl. mile stones, timeline and sub projects
- communicates messages relevant for project in a timely manner and with constructive feedback to project team
- captures opinions and expectations of stakeholder and communicates them to the project team
Key Responsibilities & Tasks
The Business Architects are recognized leaders who by their individual contributions and by leveraging the VAT drive e2e Business and Solution Strategy across SAP portfolio at assigned accounts within an industry or industries:
• Establish long term relationship to our customers
• Be the trusted advisor to sales and our customers
• Focusing on the limited number of accounts
• Assure a consistent VAT customer experience through-out the sales cycle
• Drive the end2end business and solution strategy across SAP portfolio at assigned accounts within an industry or industries
• Articulate the relevance of the SAP portfolio to the customer's strategy
• Crafting multi-solution proposition addressing the customers business needs
Account-Planning & Management Responsibilities
• Define with sales executive the account strategy and identify of business needs & incremental 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/VAT team
Engagement Support Responsiblities
• Review/ensure professional opportunity qualification with sales (according to F4S)
• Plan deal execution (activities, PreSales skills, win themes and expected outcomes)
• Orchestrate required VAT experts from PreSales and other SAP organizations (COE, XME, IBU, partners etc.)
• Consult executive with SAP solution requirement scope & fit
• Deliver & support business process and business model innovation workshops (design thinking)
• Cooperate with the VAT in Digital Transformation projects
• Discover business needs and map solutions capabilities and explain business impacts to Executives
• Design business architecture that meet customer needs and is supported by multi-solutions
• Design/validate and drive solution roadmap with EA and solution specialists that meet customer requirements
• Ensure BoM preparation according the defined solution landscape and business needs
• Ensure hand over from PreSales to DBS/CEE/Partners
• Continue nurturing the Long Term Customer Relationship
Business Development Responsibilities
• Collaborate with sales/ COO area to identify opportunities in assigned accounts utilizing SAP solution
• Deliver business workshops to discover and identify business needs, drive the innovation agenda with customer
• Build personal customer relationships and support AEs in detailed customer (solution) discovery discussions
Solution/Industry Readiness Responsiblities
• Stays current on new cross & industry solutions and SAP innovations updates
• Maintain a close understanding and appreciation of competitive solution differentiators.
• Actively participates in the solution HUB of their primary and secondary specialization
Experience& Education
Experience & Language Requirements
8+ years of presales experience
5 + years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
Demonstrates 10+ successful engagements
Expert knowledge/expertise on end to end processes/solution matching
Experience in sales and sales processes
Excellent presentation and communication skills English: proficient
Business level local language: expert
Education
Bachelor equivalent: minimum requirement
Master equivalent: optional
MBA / Ph.D.: optional
Professional Training & Certification
Value Engineering
Industry Certification
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