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. 

Position Description:      

Are you a self-starter and an innovator?  Can you think on your feet?  At SAP Concur you will find a culture that rewards such entrepreneurial spirit.  We empower our staff to make their own decisions for growing the business. We are looking for like-minded people who can share our passion for bringing clarity to business spend to help our clients make great business decisions.  Our team is committed to diversity, equity, and inclusion, and we work to ensure that our team members feel they belong, are valued, appreciated, and engaged.

Who We Are:

We are pre-sales professionals whose work is characterized by humility, curiosity, and grit.  Armed with a compelling story, we are relentless in our pursuit of thoughtful conversations with business leaders with the mission of improving their lives and helping them become a best-run company.

Credo: We craft experiences. We empathize: with our customers. With each other. We are creative and memorable. We listen before we act, proving we are credible. We go beyond world class demos. Improving people’s lives is our fuel. Human connection is our thing. We build trust with our customers – Each moment matters. We believe that success takes curiosity, drive, and passion. At the end of the day, we take pride in delivering value and having the best time doing it. For our customers. For each other. That is how we win as one team. We are SAP Concur Presales.

What the role is:

In this role you will work closely with tenured Sales Executives to provide solution and business process consulting to facilitate closing sales with prospective clients.   As the expert on Travel & Spend Management, you will educate prospects and existing clients on how transforming and reengineering existing processes will improve their business.  You will identify cost reduction and savings opportunities for clients and demonstrate how SAP Concur’s products and services uniquely meet these objectives during the sales cycle.

Reports to the Solutions Consulting Director for Midwest Market Unit

Who You Are:

• You possess strong business acumen: the ability to interpret and utilize industry and company information to understand clients’ needs and effectively communicate how we’ll help them be a best run organizations
• You present a logical premise in an assertive and constructive manner that results in a prospect or client agreeing to make a decision or take an action.
• You use rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in SAP Concur’s favor.
• You have an innate curiosity for technology and your clients’ businesses.
• You build and maintain trusting relationships with your sales teams and peers.
• You Listen with objectivity and check for understanding.
• You are at ease in difficult sales situations and comfortable influencing the customer to take an action that drives the sales process either thru a “gate” or persuade the customer proactively to make a decision.
• You are able to work independently, receiving no instruction on routine work and only general instruction on new assignments.
• You possess excellent written and verbal communication skills, surpassed by your superior listening skills.

How You Will Contribute:

Consulting

• You will tailor your approach to each client engagement by researching the prospective company and industry, understanding how our solutions drive value and achieve business outcomes with different personas and stakeholders in a client organization.
• You will use insights and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to SAP Concur‘s solutions.
• You will coach customer stakeholders and build consensus for SAP Concur’s solutions within their organization.
• You will strategize with sales team members to identify approach most likely to persuade prospect to change existing behaviors, and to solve deal-level challenges.
• You will collaborate with your sales team to increase sales velocity and volume and deal size.

Demonstrations & Presentations:

• You will prepare and deliver compelling product demonstrations and presentations for the SAP Concur Connect platform and all SAP Concur applications.  You will learn and follow the current, approved presentation methodology in your presentation.
• You will maintain a configurable product demonstration environment that is flexible enough to address multiple prospective clients’ needs and gives you the agility to switch gears in the midst of a presentation.  You’ll find our applications are highly configurable, and you don’t need to be a programmer to work with them.
• You will develop and maintain knowledge of competitor’s products, company direction, financial stability, etc.; Keep current with industry events, product offerings, etc.
• Conduct customer and prospect discoveries using techniques that will be taught based on the current, approved selling methodology.

Collaboration with Other Teams

• Provide advice and guidance to other Solutions Consultants as requested, including participating in the professional development of new Solutions Consultants.
• Provide input on prospect requirements/concerns to Product Marketing teams.
• Participate in territory planning and deal reviews.
• Assist at trade shows, user conferences, etc. as requested.
• Respond to RFP/RFI’s in conjunction with your sales team.

QUALIFICATIONS & EXPERIENCE

• 5-7+ years of relevant work experience
• Strong business acumen: ability to interpret and utilize industry and company information to know your clients’ needs better than they know themselves.
• Demonstrated experience in making formal presentations.
• Presales experience preferred but is not required.
• Financial applications experience is preferred but is not required.
• Knowledge of travel, expense reporting, tax laws and/or AP Automation industry is required.
• Bachelor’s degree in related field

CORE VALUES

We’re looking for people that share the same core values as we do.  If these values resonate with you, there’s a place for you at SAP Concur.

• Passion for and responsibility to the customer.
• Hire, develop and reward great people.
• Leadership through innovation in everything we do.
• Passion for what you do and a drive to improve.
• Relentless commitment to win.
• Personal and corporate integrity

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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.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 132,000 – 281400 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

Requisition ID: 399114 | Work Area:Presales  | Expected Travel: 0 – 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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