Presales Solution Engineer (m/f/d)

SAP Fioneer · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 9d ago

Still open · checked 2h agoon SAP Fioneer's careers page

Apply on SAP Fioneer →

The job

What you'd do: Presales role supporting Sales with demos, workshops, and RFI/RFP content for banks and financial institutions on core banking and analytics. Also supports cross-selling to existing customers.
Who you'd sell to: Financial institutionsIn their words: “demonstrate how our software helps financial institutions address complex business challenges”
Where deals come from: Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 9 days.
Company hiring: 3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

German required. The posting asks for fluent German. Worth knowing before you apply if you only sell in English.

Green lights

SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
5.
Is the territory new or existing? Who had it before?
An existing book is a head start. Greenfield means building from zero.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from SAP Fioneer? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

We are looking for a passionate Presales Solution Engineer to join our growing Presales organization. In this role, you will help prospects and existing customers understand the value of our banking solutions through compelling demonstrations, interactive workshops, and solution storytelling. Your focus will be on demonstrating the value of our Core Banking product portfolio, data-driven Banking Analytics & Innovation solutions, and future-oriented capabilities such as the Digital Euro, enabling financial institutions to modernize their operations and deliver next-generation banking experiences. Working closely with Sales, Presales Consultants, Product Management, and Solution Experts, you will translate customer requirements into engaging solution experiences and demonstrate how our software helps financial institutions address complex business challenges. From discovery workshops and tailored demonstrations to RFI/RFP responses and customer presentations, you will play a key role throughout the sales cycle and help shape strategic customer decisions. Key Responsibilities · Support the end-to-end presales process for prospects and existing customers. · Prepare and deliver tailored solution demonstrations, workshops, and executive presentations. · Translate customer requirements into compelling solution storylines and demo scenarios. · Participate in discovery and requirements-gathering workshops with customers and prospects. · Support cross-selling and upselling initiatives across the existing customer base. · Contribute to RFI and RFP responses by creating engaging and accurate solution content. · Develop and maintain demo environments, presentation materials, and reusable presales assets. · Collaborate closely with Sales, Presales, Product Management, and Solution Experts to ensure successful customer engagements. Requirements · Bachelor's degree in Business, Finance, Banking, Information Systems, Computer Science, or a related field. · Strong presentation and communication skills. · Ability to explain complex topics in a clear and compelling manner. · Customer-oriented mindset with excellent stakeholder management skills. · Strong analytical and problem-solving capabilities. · Preferred Experience · First experience in banking, fintech, software consulting, presales, implementation, or solution engineering. · Interest in Core Banking and digital banking technologies. · Fluency in German is a strong advantage Benefits We offer a comprehensive benefits package that includes occupational pension provisions, support for health and wellbeing, various mobility options like bike leasing and transportation allowances, as well as additional perks such as celebration rewards, meal programs, jubilee recognition, and relocation reimbursement.

Apply →