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SAP FICO Pre-sales Leader
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IBM
Bethesda, MD (In Person)
Full-Time
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Job Description
- Introduction
- At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
- Your role and responsibilities
- SAP Pre‑Sales - Financial Services Leader - leads and scales a high‑performing pre‑sales (solution consulting / sales engineering) organization supporting complex, enterprise sales pursuits within the Financial Services sector.
The Director partners closely with Sales, Product, Delivery, and Alliances teams to drive win strategy, improve conversion rates, and position differentiated, value‑driven solutions across the sales lifecycle.
Key ResponsibilitiesPre‑Sales Leadership & StrategyLead, mentor, and develop a team of Pre‑Sales Consultants / Solution Architects supporting Financial Services accountsDefine pre‑sales strategy, operating model, and coverage aligned with revenue and growth objectivesEstablish best practices for discovery, solution positioning, demos, and proposal responsesAct as executive sponsor for complex, high‑value sales pursuitsSales & Deal ExecutionPartner with Sales leadership to shape win strategies for enterprise and strategic dealsLead solution design for complex opportunities, ensuring alignment to customer business objectivesSupport executive‑level client engagements, presentations, and solution deep divesInfluence deal success through strong value articulation and competitive differentiationFinancial Services Domain ExpertiseEnsure solutions align with Financial Services requirements including:
Regulatory compliance (e.g., SOX, AML/KYC, GDPR, PCI, SOC)Risk management and data privacyFinancial reporting and controlsSecurity and resiliency expectationsStay current on Financial Services industry trends, regulatory changes, and technology modernization initiativesTranslate industry challenges into differentiated solution narrativesSolution & Product AlignmentCollaborate with Product Management to influence roadmap decisions based on market and customer needsEnsure consistent, scalable solution messaging across Financial Services offeringsSupport development of demos, industry use cases, and solution acceleratorsCross‑Functional CollaborationPartner with Delivery/Implementation teams to ensure smooth transition from sales to executionCoordinate with Alliances and Partners (e.g., SAP, Salesforce, AWS, Azure, GCP) on joint pursuitsWork closely with Marketing on industry messaging, thought leadership, and go‑to‑market initiativesOperational Excellence & MetricsOwn pre‑sales performance metrics including win rate, deal velocity, and solution qualityForecast pre‑sales capacity and hiring needs based on pipeline demandDrive continuous improvement in tools, processes, and enablementRequired QualificationsBachelor's degree in Business, Finance, Technology, or related field12+ years of experience in pre‑sales, solution consulting, or sales engineering5+ years in a leadership role managing pre‑sales or solution consulting teamsStrong experience selling complex technology or services into Financial Services clientsProven success supporting enterprise or multi‑million‑dollar dealsPreferred QualificationsExperience selling ERP, core banking, cloud platforms, data/analytics, or digital transformation solutionsBackground in Banking, Insurance, Capital Markets, or FinTechExperience working with C‑suite and senior executive stakeholdersPrior hands‑on solution architect or implementation experienceMBA or advanced technical certifications (preferred, not required)Core CompetenciesPre‑Sales & Solution Consulting LeadershipFinancial Services Industry ExpertiseExecutive‑Level Communication & StorytellingComplex Deal Strategy & ExecutionTeam Development & MentorshipCross‑Functional CollaborationWhy This RoleHigh‑impact leadership role driving revenue growth in Financial ServicesDirect influence on enterprise sales outcomes and go‑to‑market strategyOpportunity to build and scale a world‑class pre‑sales organizationWork at the intersection of industry expertise, technology innovation, and client transformation"
- Required technical and professional expertise
- 12+ years of experience in pre‑sales, solution consulting, or sales engineering5+ years in a leadership role managing pre‑sales or solution consulting teamsIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer.