SAP Business Development & Pre-Sales Manager

SAP Business Development & Pre-Sales Manager 

Details:  

• Location : Melbourne, Victoria 
  

• Employment Type: Full-Time 
  

• Start Date: Immediate 
  

• Work setup: Hybrid 
  

Who we are: 

Strata Results is a business transformation and technology consultancy focused on helping organisations improve the way they operate before determining how technology can best enable them. 

As an SAP Partner, we work with organisations across ERP, HR, supply chain, integration and broader enterprise transformation, combining business process expertise with technology capability to deliver practical, sustainable outcomes. 

Our approach is built around long-term partnerships. We don't simply sell technology, we work with our clients to understand the business problem, shape the right solution and remain accountable for helping deliver the outcome. 

As we continue to grow our SAP practice, we are looking for an experienced SAP Business Development & Pre-Sales Manager to help expand our client base and convert market opportunities into long-term customer relationships. 

Job Description: 

The SAP Business Development & Pre-Sales Manager will play a key role in the continued growth of Strata Results' SAP practice. 

This is a hands-on commercial role spanning business development, sales and SAP pre-sales. 

You will work closely with our Demand Generation team, SAP, Solution Architects and Strata's senior leadership team to identify new opportunities, qualify prospective clients, understand their business requirements and shape compelling SAP solutions. 

You will have opportunities generated through Strata's Demand Generation activities while also being expected to proactively develop opportunities through your own network, relationships and market activity. 

Importantly, you won't be expected to operate alone. Strata's senior leadership and delivery teams will actively support customer conversations, solution development and major opportunities. 

Key Responsibilities: 

Business Development & Pipeline Growth 

• Proactively identify and develop new SAP opportunities through your existing network, industry relationships, referrals and targeted market engagement. 
  

• Build relationships with prospective clients and establish Strata as a trusted transformation and SAP partner. 
  

• Work closely with Strata's Demand Generation team to progress qualified leads generated through campaigns, outbound activity and market engagement. 
  

• Take ownership of opportunities following the initial lead generation and introduction process. 
  

• Develop and maintain a healthy pipeline of qualified SAP opportunities. 
  

• Identify opportunities to expand relationships across existing Strata clients. 
  

• Develop relationships across SAP and the broader partner ecosystem to identify and progress joint opportunities. 
  

Sales & Opportunity Management 

• Manage opportunities through the end-to-end sales lifecycle, from initial discovery through qualification, solution development, proposal and commercial close. 
  

• Lead discovery conversations to understand the client's business drivers, challenges, strategic objectives and technology landscape. 
  

• Translate customer requirements into a clear opportunity strategy and solution direction. 
  

• Coordinate the internal resources required to progress each opportunity. 
  

• Develop proposals, presentations, commercial responses and supporting sales material. 
  

• Maintain clear visibility of pipeline, opportunity stage, next actions, probability and expected close dates. 
  

• Support commercial negotiations and contracting in partnership with Strata's senior leadership. 
  

• Maintain strong relationships with prospects throughout what can often be complex and multi-stage enterprise sales cycles. 
  

SAP Pre-Sales 

• Own and coordinate the pre-sales process for SAP opportunities. 
  

• Work in partnership with Solution Architects and functional specialists to develop solutions aligned to the client's business requirements. 
  

• Coordinate the development of customer-specific SAP demonstrations. 
  

• Ensure demonstrations tell a clear business story rather than simply presenting SAP functionality. 
  

• Facilitate internal preparation sessions ahead of demonstrations and key customer presentations. 
  

• Coordinate SAP specialists and other subject matter experts required during the sales process. 
  

• Support the development of solution scope, implementation approach, assumptions and dependencies. 
  

• Help develop the Bill of Materials (BOM) and associated SAP licensing requirements. 
  

• Work with SAP and internal specialists where required to validate licensing, product configuration and solution architecture. 
  

• Ensure proposed solutions remain commercially viable, deliverable and aligned with the customer's underlying business objectives. 
  

SAP Product & Market Knowledge 

• Maintain current knowledge of SAP's product portfolio, roadmap and go-to-market strategy. 
  

• Actively participate in SAP Partner enablement programs, training and accreditation opportunities. 
  

• Develop a strong understanding of SAP S/4HANA and the broader SAP ecosystem relevant to Strata's target markets. 
  

• Understand SAP positioning, licensing concepts and solution options sufficiently to lead credible executive-level conversations. 
  

• Maintain awareness of competitor offerings and broader ERP and enterprise technology market developments. 
  

• Translate SAP product capability into business outcomes relevant to prospective customers. 
  

What We're Looking For 

We are looking for a commercially driven SAP professional who can confidently lead customer conversations, develop opportunities and coordinate the pre-sales process. 

Ideally, you will bring: 

• Experience in SAP business development, sales, pre-sales or enterprise technology consulting. 
  

• Strong knowledge of the SAP ecosystem and solution portfolio. 
  

• An established professional network across Melbourne and/or the Australian market. 
  

• Experience managing opportunities from discovery through solution development, proposal and close. 
  

• Experience coordinating SAP demonstrations, solution scoping and BOM development. 
  

• Strong consultative selling, relationship management and executive communication skills. 
  

• The ability to work effectively with Solution Architects, functional specialists, SAP and senior leadership. 
  

What Success Looks Like 

Success will be measured through the growth and conversion of a strong, sustainable SAP pipeline, including: 

• New qualified pipeline and revenue generated. 
  

• Conversion of Demand Generation leads. 
  

• Self-generated opportunities through your own network. 
  

• Opportunity conversion and commercial performance. 
  

• Strong client relationships and repeat opportunities. 
  

• Effective, high-quality pre-sales execution. 
  

What We Offer 

This is an opportunity to play a key role in growing Strata's SAP practice, with: 

• A competitive base salary and uncapped commission structure. 
  

• Dedicated Demand Generation support. 
  

• Direct support from Strata's senior leadership throughout major opportunities. 
  

• Access to experienced Solution Architects and SAP specialists. 
  

• The opportunity to build your own market, network and client portfolio. 
  

• Exposure across the complete SAP sales and pre-sales lifecycle. 
  

• The backing of an established SAP Partner and transformation consultancy. 
  

We are looking for someone who wants to do more than sell SAP, someone who can build trusted client relationships, understand the business problem and help shape solutions that Strata can confidently stand behind and deliver.