Expert Deal Success Center (Services Presales Architect, CE&A Americas)

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Job Overview

The Deal Success Center defines and architects how SAP software solutions are implemented for customers across the Americas region (North America and Latin America). The team delivers services solutioning and estimation support for SAP project delivery, working closely with sales and delivery teams to guide customers through strategic approaches that result in comprehensive, high-quality solution proposals. These efforts drive successful outcomes for customers, partners, and SAP.

Serving as a central hub, the Deal Success Center brings together sales and delivery teams by analysing customer requirements, developing accurate estimates, proposal creation, scope documents, and recommending the most effective services for each SAP implementation. The team also continuously enhances its solutioning capabilities by improving processes, tools, and deliverables—fostering innovation and driving operational excellence.

To continuously enhance and evolve our capabilities, the team focuses on three key strategic programs:

• Integrated Solutioning: Establish and implement standardized processes, best practices, and governance models that integrate traditional consulting services with SAP’s strategic offerings.
• Accelerated Frameworks: Leverage solutioning tools and artificial intelligence to enable end-to-end solutioning aligned with corporate objectives, accelerating sales cycles, improving customer outcomes, and increasing delivery efficiency.
• Operational Excellence: Drive improvements in efficiency and effectiveness across the entire solutioning lifecycle through a clearly defined engagement model.

As Expert Solution Architect, you will lead the end-to-end solution design for complex and strategic sales opportunities. You will work in close collaboration with Service Sales, Solutions and Delivery teams, playing a critical role throughout the sales cycle by shaping high-quality, differentiated and competitive service proposals.

You will be responsible for deeply understanding customer business objectives and translating them into coherent, scalable and value-driven SAP service solutions, leveraging SAP’s Services Portfolio, reference architectures and innovative delivery models. Your contribution will directly impact deal positioning, customer value realization and long-term transformation roadmaps.

Acting as Solution Lead, you will operate in strong alignment with SAP Services Strategy, guiding customers through large-scale and complex transformation initiatives. You will lead customer-facing engagements, orchestrate multidisciplinary internal teams and SAP ecosystem partners, and ensure solution integrity across scope, architecture, delivery approach and commercials.

This position requires an Expert-level professional with extensive SAP product knowledge and proven implementation experience across multiple solution areas. The successful candidate is a trusted advisor, capable of influencing stakeholders, mentoring less-experienced architects, and rationalizing end-to-end solutions and delivery methodologies to balance customer value, risk and profitability.

Expectations and Tasks

• Take end-to-end ownership of solutioning activities as part of Services sales pursuits, acting as solution authority throughout the lifecycle of the deal
• Orchestrate the overall solutioning process to meet customer business requirements, defining solution and implementation approaches primarily focused on complex transformations involving S/4HANA RISE, SAP BTP (Database & Data Management, Application Development, Automation and Integration), Artificial Intelligence, and other key components of SAP’s strategic portfolio
• Define solution approaches that balance customer value, feasibility, risk and competitiveness, contributing to the creation of differentiated and winning proposals
• Lead proposal creation with a clear value proposition, maximizing the use of SAP assets, AI-driven accelerators for quality and speed, engineering services, and the SAP Services Portfolio from a holistic end-to-end perspective
• Lead, motivate and hold cross-functional teams of experts accountable for delivering high-quality solutioning outcomes
• Execute continuous stakeholder management, setting and managing expectations related to the solutioning process, scope and deal strategy, with particular focus on coordination across Brazil Business Unit, LAC Market Unit and Americas Region.
• As part of the solutioning process, be responsible for:
• Gaining a holistic understanding of the customer’s current (“as-is”) landscape and business objectives, translating them into business-driven roadmaps and solution designs based on SAP offerings, with a strong focus on customer success.
• Defining solution scope aligned with customer requirements and outcome-oriented objectives.
• Identifying and positioning the appropriate SAP Services Portfolio items, including cross-topic and multi-solution elements.
• Driving high-level requirements assessment and coordinating with subject matter experts for detailed scope, effort and solution definition.
• Developing and presenting customer-facing materials covering implementation approach, scope, estimates and delivery model.
• Identifying business benefits and value propositions to support adoption and long-term value realization.
• Engaging actively with customers throughout the entire sales process until deal signature.
• Supporting customer expansion opportunities when required.
• Building strong bridges across SAP internal organizations to ensure one integrated, cohesive solution for the customer.
• Defining the optimal delivery mix, considering remote / onsite models and SAP ecosystem participation.
• Supporting Delivery Readiness Checks to ensure successful project initiation.
• Leading scope documentation, internal approvals and Bid Council support activities
• Accelerate adoption of SAP services and solutions by driving customer-centric innovation across Opportunity and Delivery processes, maximizing return on investment and long-term business benefits
• Ensure consistency and quality in solutioning execution by applying best practices and standards.
• Continuously improve bid quality, aiming for fewer iteration cycles, higher proposal quality and increased win rates

Experience / Skills / Competencies

• 15+ years of experience in SAP implementation and transformation projects.
• Proven experience in complex S/4HANA RISE transformations, including roadmap definition and execution.
• Strong background in landscape transitions and target architecture design.
• Solid understanding of NZDT concepts, DMLT portfolio and landscape transformation, S/4HANA, business processes, master data, SAP BTP and cross-architecture integration scenarios.
• Good knowledge of SAP Premium Services portfolio and service offerings.
• Strong architectural understanding of SAP solutions, covering both functional and technical aspects.
• Cloud mindset with strong orientation to subscriptions, services and solutioning.
• Customer success and value proposition oriented, with focus on benefits realization.
• Experience with SAP Activate methodology and/or project management practices.
• Strong ability to translate business needs into end-to-end SAP solutions and transformation roadmaps.
• Practical experience leveraging Artificial Intelligence–based tools and accelerators to improve solutioning efficiency, quality, estimation accuracy and delivery readiness.
• Ability to embed AI-driven accelerators and best practices into opportunity and delivery processes to support faster, higher-quality outcomes.
• Hands-on mindset with willingness to continuously learn, combined with strong communication and leadership skills.
• Excellent presentation skills are a must.
• Strong “can-do” attitude and enthusiastic mindset are mandatory.
• Demonstrated alignment with SAP behaviors and values.
• Ability to act as a change agent within complex, cross-matrix and multicultural teams.
• Fluency in English and Portuguese; Spanish is a plus.
• Fluency in English. Portuguese or Spanish is a plus.
• Bachelor’s degree in Engineering, Business Administration or Computer Science.
• Availability to travel up to 30% (short trips).

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 world.

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Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

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Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 452700 | Work Area: Consulting and Professional Services | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid