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Posted: Wednesday, January 31, 2018 10:29 AM

Requisition ID:
Work Area: Sales
Expected Travel: 0 : 50
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Recruiter Name: Lauren Greenhow
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device : SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Key Areas of Responsibility and Tasks
The Senior Solutions Consultant possesses advanced level knowledge of SAP Concur, partner software solutions and participates in
sales cycles to support the sales account strategy. This position will support SAP Concur's verticals including Healthcare and Financial Services.
A Senior Solutions Consultant interacts with prospective customers/clients through executive meetings, discovery conversations,
solution demonstrations, RFx responses, executive presentations, industry conferences and User Groups, and follow:up discussions.
The primary role of the Senior Solutions Consultant during an active sales cycle is to gain acceptance from the prospect / customer that
SAP Concur solutions can solve the customer's problem and is the right choice over the other competitive offerings. In addition to deal
support, a Senior Solutions Consultant collaborates with sales, marketing, the product team and other specialist teams to plan and to
execute business and product development.
Deal Support
In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective
customer / client in order to build relationships with the customer and understand their unique needs.
Lead / identify the solution strategy in a sales campaign
Determine solutions and services that are the best fit
Understand the personas involved
Develop a point of view by researching the industry, company, and people
Compose and deliver superior, memorable sales presentations covering SAP Concur and partner software solutions to prospective
customer audiences. The presentations must articulate the sales message, differentiate SAP Concur, and leave a strong and
positive impression to audiences which can include senior company executives.
Prepare and deliver value:based software demonstrations/presentations in support of sales cycles. Preparation includes
personalization of materials to ensure delivery of a simple, appealing and compelling customer presentation.
Contribute to deal strategy during account reviews, prep, and follow:up
Demonstrate deep knowledge of business processes, SAP Concur solutions and appropriate industries in order to maintain
credibility with prospective customers. Provide proof points with relevant customer stories.
Support RFx completion in support of customer proposals.
Ability to effectively present to customers "remotely" using virtual technologies (Virtual Studio, WebEx and others).
Provide limited post:sale support to key customers primarily to the project/implementation team to ensure a smooth transition.
Effectively leverage support teams who are there to support Presales' success. (Presales Ops, R and D, Product Management,
Marketing, CMI, etc.).
Have a strong impact on revenue (consistently meets or exceeds quota)
Demand Generation
Support one:to:many sales and marketing events both on:site and remotely such as Event in a Box (EIB) and Fusion.
Collaborate with the sales team to identify whitespace opportunities at accounts.
Sales Readiness
Develop close r


• Location: Chicago

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