Customer Solutions Director

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 strategic presales activities for a given set of opportunities aligned to the Market Units. S/he serves as a confidante to the sales team to plan sales strategies and to engage the appropriate Presales Specialists to engage in specific sales opportunities. A Customer Solutions Director is an evangelist for the SAP strategy and solutions portfolio. S/he engages with the customers to ideate on new and innovative solutions and works closely with the team to architect solutions that solve our customer’s most complex business problems. S/he must possess strong solution selling and value-based selling skills, and be able to mentor and coach to the assigned presales team members in support of opportunity sales cycles.

Leadership and Management

• Serve as the single point of contact for the Account Executives in support of sales opportunities. CSDs work closely with AEs to qualify the opportunity, collaborate on the selling strategy and presales process and determine the level and extent of presales engagement.
• CSDs will work closely with Market Unit sales leadership to prioritize their time and presales activities and investments on the most impactful revenue generating opportunities and priorities of the region.
• CSDs will spend time with customers and be 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, empowering SE’s and encouraging creativity, clearly communicating expectations and providing support necessary for team success. When appropriate, CSDs will assign the right presales team members to support qualified opportunities.
• CSDs own the opportunity execution plans, aligns resources to opportunity activities and establishes due dates and milestones to ensure successful team execution of customer deliverables.
• CSDs own the quality of the Solution specific deliverables (presentation, demonstrations, etc.) and the overall outcome of the Solution Proof phase of the opportunity pursuit. CSDs hold themselves and others accountable to the standards established via Best-Run for delivering memorable customer engagements.

Evangelize, Educate and Inspire

• CSDs act as an evangelist for SAP strategy and solutions in their discussions with customers to influence opinions and inspire action. CSDs must have a good working knowledge of SAP solutions, competitive solutions, and how they relate to customer’s requirements.
• CSDs help customers ideate by serving as an innovation champion, supporting workshops that aim to identify new and innovative solutions that provide added business value. CSDs must be resourceful and creative and be able to work collaboratively with SAP virtual account team and partners.
• CSDs champion the customer by helping to educate the presales team on customer situations, help them focus on the customer’s “jobs to be done” and prescribe and architect the right solutions to deliver successful outcomes.

Developing People

• CSDs actively coach Best Run behaviors and provide both informal and formal feedback to develop excellence in all Presales colleagues.
• CSDs will actively promote and reward excellence by leveraging formal and informal recognition programs to applaud outstanding performance from others.
• CSDs will enforce consistent presales processes, including CRM-based opportunity management, dry-runs and discovery sessions and other tools, to ensure superior demos and presentations.

Promote and Reward Excellence

• CSDs leverage formal and informal recognition programs to applaud outstanding performance from others.
• CSDs accurately and fairly allocate revenue contribution to applicable SE’s as part of the variable compensation process.
• CSDs provide timely and accurate feedback to Solution Engineers and Line of Business directors and will work collaboratively with the team to continuously elevate performance.

Work Experience:

• 8+ years of relevant presales experience with 1-2 years of people management experience a plus
• Proficiency in one or more application areas from SAP solutions.
• Experience in: People Management, Sales Management and Sales Processes, Performance Management, Delivery of high volume short duration work packages, building and motivating teams

Education and Qualifications / Skills and Competencies:

• Bachelor equivalent: minimum requirement
• Master equivalent: optional
• MBA / Ph.D.: optional
• Bilingual strongly preferred (English/French)

Location: Montreal, Ottawa, Toronto, Calgary, Vancouver

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:305920 | Work Area: Presales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time |