SAP

Customer Solutions Director

SAP

June 10, 2021


What we offer
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!
The Customer Solutions Director (CSD) leads and manages all presales activities for a given set of accounts aligned to the Market Units and serves as a confidante to the sales team to develop strategies and engage appropriate presales Solution Advisory (SA) specialists in targeted opportunities. The CSD is an evangelist for the wholistic SAP “Intelligent Enterprise” strategy encompassing the full solutions portfolio including Partner extensions. CSDs engage with the customers to ideate on new and innovative solutions and work closely with the team to architect solutions that solve our customer’s most complex business problems. To be successful, CSDs must possess strong orchestration, collaboration, solution selling and value-based selling skills, and be able to mentor and coach assigned Solution Advisors and extended team members in support of opportunity sales cycles.
Leadership and Management
  • CSDs serve as the single point of presales contact for the Account Executives in support of both short and long term sales objectives. CSDs work closely with AEs to qualify opportunities and collaborate on the selling strategy and presales process to determine the level and extent of presales and other VAT engagement.
  • CSDs play an important post-sale supporting role in ensuring continuity and success in the customer’s subsequent adoption, consumption and further expansion of SAP solutions
  • CSDs partner with Market Unit sales leadership to prioritize their time, presales activities and investments on the most impactful revenue generating and/or brand recognition opportunities and priorities of the region.
  • CSDs spend time deeply engaged with the customer in strategic accounts, actively participating in customer meetings and serving as an evangelist and leader for the team.
  • CSDs motivate and inspire the teams they lead by providing a vision and empowering SAs and other key resources to embrace diversity and creativity during customer-centric ideation. CSDs clearly communicate expectations and provide support necessary for team success.
  • CSDs work with SA leadership to assign the right SA specialists to support qualified opportunities as well as foster appropriate talent development.
  • CSDs own the opportunity execution plans, working with SA leadership and other aligned internal and external resources to establish dates and milestones to ensure successful team execution of customer deliverables.
  • CSDs own the quality of the Solution-specific deliverables (presentation, dry-run, demonstration, etc.) and the overall outcome of the Solution Proof phase of the opportunity pursuit. CSDs hold themselves and others accountable for delivering memorable and differentiating customer engagements.

Evangelize, Educate and Inspire
  • CSDs act as evangelists for the complete SAP strategy and solution set in discussions with internal teams and customers to influence opinions and inspire action. CSDs must have a good working knowledge of SAP solutions, core industries prevalent in the Market Unit, competitive solutions, and how they relate to the customer’s requirements.
  • CSDs help customers ideate by serving as innovation champions, supporting workshops that aim to identify new solutions that provide added business value. CSDs must be resourceful, creative and able to work collaboratively with the entire SAP virtual account team and partners, especially Value Architects (VAs), Enterprise Architects (EAs) and Industry Advisors (IAs)
  • CSDs exemplify and champion a true “customer first” mindset, working to educate the engaged SAP and Partner resources on customer situations, and help them focus on the customer’s “jobs to be done”, ultimately driving to a prescriptive set of optimal solutions and architecture to deliver successful outcomes.

Developing People
  • CSDs actively coach Best Run behaviors and provide constructive, fact-based feedback (both informal and formal) to continuously elevate performance
  • CSDs embrace and enforce consistent presales processes, including CRM-based opportunity management, dry-runs, discovery sessions (w/ and w/o customer interaction), digital assets and other tools to ensure superior and compelling demos, presentations, POV’s and other deliverables.

Promote and Reward Excellence
  • CSDs actively promote and reward excellence by leveraging formal and informal recognition programs to applaud outstanding performance from others.

Work Experience
  • 5+ years of relevant experience w/ 1-2 years of people management experience a plus
  • Demonstrated proficiency in one or more enterprise application disciplines addressed thru SAP’s suite of solutions. Depth of knowledge in SAP’s specific offerings a plus.
  • Experience in People Management, Sales Management and Sales Processes, Performance Management, Delivery of high volume short duration work packages, building and motivating teams


We are SAP

SAP innovations help more than 400,000 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. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID:292917 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time |