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Presales - Enterprise Architect

SAP Middle East & North Africa

Cairo, Egypt

Ref: KP442-195

Job description / Role

Employment: Full Time

Requisition ID: 179814
Work Area: Presales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device - SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

An SAP Presales Enterprise Architect translates the customer's business strategy based on their current business model, constraints and priorities into a business process focused roadmap for SAP solutions. As an Enterprise Architect, you will lead the SAP Account Team in complex engagements using your industry knowledge and understanding of the customer's business requirements. This role requires that you compliment independent research with executive level conversations with the customer to gain deep insight into their strategy. Using this knowledge, you will map end-to-end Solution Positioning to the Business Impact realized by SAP solutions. You will also work as a project manager for engagements requiring a proof of concept to ensure focus on the value drivers of the solution and the successful completion of the proof of concept. Working with the Account Team you will drive accuracy and completeness of the Bill of Materials. It is also your responsibility to continuously seed new opportunities within your accounts and maintain close relationships with the customer post-sale.

At SAP, innovation is inspired by our vision to help the world run better and improve people's lives. Together with our customers and partners, these innovations help improve the state of world - across society, the economy and the environment. As an SAP Presales Enterprise Architect, you will play a key role in making this become a reality for our customers.

You will be assigned to a small number of our key engagements that are focused on the following areas:
- SAP Leonardo
- Digital Transformation
- S4 Transformation
- Innovation

Account Planning & Management
- Define with sales executives the account strategy and identify business needs and incremental solution opportunities.
- Research account and industry, understand the SAP solution scope and possible customer needs in context of the customer strategy.
- Engage with the executive management of the customer to fully understand their corporate strategy.
- Support and liaise with sales in account planning activities to build the customer vision based on solution scope.

Deal Support
- Review/ensure proper opportunity qualification with sales.
- Plan and drive 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.)
- Review SAP solution requirement scope and fit with Executives
- Deliver and support business process and business model innovation workshops (Design Thinking)
- Discover business needs, map solutions and explain business impacts to Executives
- Design business architecture that meets customer needs and is supported by multi-solutions
- Collaborates with Enterprise Architect so that the business architecture is properly represented from a technical perspective and data flows are accurate.
- Design/validate solution landscape with Enterprise Architect and Solution specialists that meets customer requirements.
- Monitor impact of Presales Specialists, ensuring consistency of win themes and overall messaging in customer interactions/demos and provide feedback to the Presales team.
- Ensure BoM preparation and connection with Business needs
- Ensure hand over from Presales to Services ecosystem. (CEE, Partners, etc.)

Business Development
- Collaborate with Sales/COO area to identify new opportunities in assigned accounts utilizing SAP solutions.
- Lead/deliver business workshops to discover and identify business requirements
- Build personal customer relationships and support AEs in detailed customer (solution) discovery discussions.

Solution/Industry Readiness
- Stays current on new cross and industry solutions and SAP innovation updates
- Maintain a close understanding and appreciation of competitive solutions differentiators.
- Actively participate in the solution HUB of their primary and secondary specializations.

Requirements

Work Experience
- 10+ years of relevant presales experience with 1-2 years of people management experience a plus
- 2+ years of Deal Captaining with complex engagements
- Industry expertise in multiple industries with deep understanding of core business processes
- Must have strong SAP product knowledge across the portfolio
- Experience in: Business Process Mapping, Project Management with large complex teams, Design Thinking, Executive Level Communications

Education and Qualifications / Skills and Competencies
- Bachelor equivalent: minimum requirement
- MBA / Master equivalent: recommended
- Ph.D.: optional

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.

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