Sales at SAP
Complex deals, sophisticated buyers, and enterprise software that organizations run on.
Complex deals, sophisticated buyers, and enterprise software that organizations run on.
SAP deals are too complex for any single team to win alone. Here's how Sales works with the rest of the organization:
Presales and Solution Engineers build the technical demonstrations and proof-of-concepts that support sales conversations. When a customer wants to see SAP S/4HANA running against their specific use case, or a proof-of-value for an AI capability, Presales does that work alongside the Account Executive.
Implementation conversations start early in an enterprise software deal. Sales works with Consulting from the outset to shape what a realistic implementation looks like, address customer concerns about timelines and complexity, and build a credible delivery story that holds up to scrutiny during the sales process.
A signed contract is the beginning of the customer relationship, not the end. Sales and Customer Success work together to ensure customers realize value from their investment, and to identify expansion opportunities as the customer's needs grow and the product portfolio evolves.
It varies by role and where you are in the sales cycle. On a given day, you might be running a discovery call with a new prospect, presenting a business case to a customer's executive team, working with Presales on a technical demonstration, or aligning internally on deal strategy. The mix is different from transactional sales: you're managing fewer, larger, longer-cycle opportunities, which means each one requires significant time and attention.
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