SAP FICO Pre-sales Leader

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 PreSales - Financial Services Leader - leads and scales a highperforming presales (solution consulting / sales engineering) organization supporting complex, enterprise sales pursuits within the Financial Services sector. This role owns technical sales strategy, solution alignment, and deal execution for strategic accounts, ensuring solutions address regulatory, risk, security, and operational requirements unique to Financial Services clients.

The Director partners closely with Sales, Product, Delivery, and Alliances teams to drive win strategy, improve conversion rates, and position differentiated, valuedriven solutions across the sales lifecycle.

Key Responsibilities

PreSales Leadership & Strategy

Lead, mentor, and develop a team of PreSales Consultants / Solution Architects supporting Financial Services accounts

Define presales strategy, operating model, and coverage aligned with revenue and growth objectives

Establish best practices for discovery, solution positioning, demos, and proposal responses

Act as executive sponsor for complex, highvalue sales pursuits

Sales & Deal Execution

Partner with Sales leadership to shape win strategies for enterprise and strategic deals

Lead solution design for complex opportunities, ensuring alignment to customer business objectives

Support executivelevel client engagements, presentations, and solution deep dives

Influence deal success through strong value articulation and competitive differentiation

Financial Services Domain Expertise

Ensure solutions align with Financial Services requirements including:

Regulatory compliance (e.g., SOX, AML/KYC, GDPR, PCI, SOC)

Risk management and data privacy

Financial reporting and controls

Security and resiliency expectations

Stay current on Financial Services industry trends, regulatory changes, and technology modernization initiatives

Translate industry challenges into differentiated solution narratives

Solution & Product Alignment

Collaborate with Product Management to influence roadmap decisions based on market and customer needs

Ensure consistent, scalable solution messaging across Financial Services offerings

Support development of demos, industry use cases, and solution accelerators

CrossFunctional Collaboration

Partner with Delivery/Implementation teams to ensure smooth transition from sales to execution

Coordinate with Alliances and Partners (e.g., SAP, Salesforce, AWS, Azure, GCP) on joint pursuits

Work closely with Marketing on industry messaging, thought leadership, and gotomarket initiatives

Operational Excellence & Metrics

Own presales performance metrics including win rate, deal velocity, and solution quality

Forecast presales capacity and hiring needs based on pipeline demand

Drive continuous improvement in tools, processes, and enablement

Required Qualifications

Bachelor's degree in Business, Finance, Technology, or related field

12+ years of experience in presales, solution consulting, or sales engineering

5+ years in a leadership role managing presales or solution consulting teams

Strong experience selling complex technology or services into Financial Services clients

Proven success supporting enterprise or multimilliondollar deals

Preferred Qualifications

Experience selling ERP, core banking, cloud platforms, data/analytics, or digital transformation solutions

Background in Banking, Insurance, Capital Markets, or FinTech

Experience working with Csuite and senior executive stakeholders

Prior handson solution architect or implementation experience

MBA or advanced technical certifications (preferred, not required)

Core Competencies

PreSales & Solution Consulting Leadership

Financial Services Industry Expertise

ExecutiveLevel Communication & Storytelling

Complex Deal Strategy & Execution

Team Development & Mentorship

CrossFunctional Collaboration

Why This Role

Highimpact leadership role driving revenue growth in Financial Services

Direct influence on enterprise sales outcomes and gotomarket strategy

Opportunity to build and scale a worldclass presales organization

Work at the intersection of industry expertise, technology innovation, and client transformation"

Required education

Bachelor's Degree

Required technical and professional expertise

12+ years of experience in presales, solution consulting, or sales engineering

5+ years in a leadership role managing presales or solution consulting teams

ABOUT BUSINESS UNIT

IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.