BTP Solution Advisory Senior Specialist-SAP HANA Cloud & Business Data Cloud, Korea

Job Description

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

BTP Solution Advisory Senior Specialist – SAP HANA Cloud and Business Data Cloud

The Solution Advisory Senior Specialist identifies, understands, and defines customer needs in order to develop and maintain standard product demonstrations and materials to close business and increase revenue. Provides additional support to account executives and conducts demonstrations for strategic purposes, including tradeshows and marketing events. The Solution Advisory Senior Specialist is considered one of the most knowledgeable Presales persons on a given solution in the Business unit they support.

A Solution Advisory Senior Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations, and follow-up discussions. The Primary role of the Solution Advisory Senior Specialist during an active sales cycle is to gain acceptance from the customer that the SAP solution can solve the customer’s problem and is the right choice over the other competitive offerings. During these cycles, they often take on the role of a Solution Captain. In addition to deal support, a Solution Advisory Senior Specialist collaborates with Sales, Industry, and Architect teams to plan and execute business development strategies through the Customer Value Journey.

• Deal Support:
  • Compose and deliver superior sales presentations covering SAP HANA and HANA Cloud to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP, and leave a strong and positive impression on audiences, which can include senior company executives.
  • Prepare and deliver value-based SAP HANA demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing, and compelling customer presentation.
  • In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
  • Demonstrate deep knowledge of SAP HANA and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
  • Support PoC with a customer and RFx completion in support of customer proposals.
  • Provide limited post-sale support to key customers, primarily to the project/implementation team, to ensure a smooth transition.
  • Able to lead as a Solution Captain when deals require complex solutions and require multiple solution advisor participants to support a successful customer presentation or demo.
  • Effectively leverage support teams who are there to support presales success. (Global / Regional Solution Specialists, Product Engineering, Solution HuBs, Deal Advisors, Solution Experience, Product CoE).

• Demand Generation
  • Support one-to-many sales and marketing events both on-site and remotely.
  • Lead & support AI and Data Discovery Workshops to promote new and innovative solutions for customers and prospects.
  • Collaborate with the sales team to identify whitespace opportunities at accounts.

• Sales Readiness
  • Develop close relationships with sales teams in order to promote effective sales methodologies
  • Participate in demo system design and planning, and assist in configuration if needed. Participate in new product release input, testing, and training of peers.
  • Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed.

Education and Qualifications / Skills and Competencies

• Bachelor’s / Master’s degree in Software Engineering, Computer Science, or Business Administration required from an accredited university.
• In-depth knowledge and experience of SAP HANA.
• In-depth knowledge of the Database and Data Management Platform.
• Experience in and/or willingness to support Database As A Service (DBaaS) business development & deal support.
• Own the technical discussions with the customer on the SAP HANA topics and act as the orchestrator of experts to obtain expertise from SAP HANA organization as required.
• Exposure to architecting customer solutions, preferably in Big Data using DBaaS offerings, is desirable
• Comfortable in delivering complex and sensitive issues to customer executives in a tactful manner.
• Very high proficiency in customer communications, presentations, and demonstrations is required.
• Strong problem-solving skills and able to de-escalate problematic situations.
• Proactive and good energy to develop new markets
• Native in Korean and proficient in English; any other language is an asset.

Work Experience

• 7+ years of hands-on customer-facing Technology Consulting, Development, and/or Presales experience. (e.g., Solution Presales, Software Development, or Project delivery related to SAP HANA and/or other Database and Data Management Platform)
• Experience with S/4HANA and SAP BTP is a BIG advantage; it would be very helpful but not mandatory.
• Experience working for an enterprise software and/or services vendor is necessary.

#SAPCSCareers

​Bring out your best

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. As a cloud company with two hundred million users and more than one hundred thousand 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, you can bring out your best.

We win with inclusion

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: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 423192 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.