TDI APJ

Reporting to the Regional Vice President (Solution Advisory) the incumbent will support, opportunities and manages the presales engagement process from initial discovery of client’s requirements to the final Scope of Work for a given set of qualified opportunities in TDI APJ.

The individual will work with the sales teams to support sales strategies and engaging the appropriate consulting colleagues to support the execution of presales engagements. Where appropriate, if the incumbent does not feel that the opportunity is properly qualified or pose a risk to the business, will need to call for an opportunity review and provide management with their point of view.

The incumbent must possess strong understanding of SAP solutions, good solution and value- based selling skills and be able to mentor and coach the assigned virtual account team members in support of sales cycles.

Strong collaboration skills will also be required to work with 3rd party solution partners and colleagues in other market units.


****Deal / Account Support Tasks:
• With very few exceptions, engage only on properly qualified opportunities.
• Single point of contact for Sales for Presales support.
• Support sales in building a trusted relationship in client’s organization.
• Research and, understand the client’s business model.
• Deliver discovery workshops to identify discover client’s business needs.
• Align with business stakeholders and map to requirements to SAP’s and/or partner’s solution capabilities.
• Design solution landscape that meets client’s requirements. Delivers solution positioning.
• Execution of dry runs to ensure highest quality of presentations to clients.
• Monitor impact of Presales engagement and provide your point of view on the status/quality of the account.


****Business Development / Readiness Tasks:
• Participate in 1 to many marketing events for specific industries or solution areas.
• Build trusted client relationships.
• Stays current on solution and industry updates.
• Maintain a close understanding and appreciation of competitive solutions.