SAP Academy for Early TalentTransforming Early Talent Into The Next-Generation of Sales and Presales Leaders

September 2015

SAP Academy for Early Talent delivers an energizing, inspiring

experience within a globally diverse environment, where

participants explore innovative thinking and evolve into

confident, dynamic communicators who ignite greater

engagement and compel our customers to action.

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Delivering on SAP’s Vision and Strategy

In approximately 10 years, Millenials will make up 75% of the global workforce, as well as the purchasing class.

The face of our customers and their needs are radically changing. SAP is facing an era of unprecedented

change, where simplification and innovation will be the difference between continued growth and failure.

“The pressure is now on us not only to understand this new generation, but to totally unleash them. They already

represent our most significant opportunity as the world’s largest purchasing class and will, by 2025, be 75 percent of

the public and private sector workforce. They’re the first generation born into the mobile device, and they have a

sincere desire to use their talents for more than just personal success. They also have a voracious hunger for

intelligent data on any subject in real time.” –Bill McDermott

SAP Academy for Early Talent delivers an energizing, inspiring experience in

a globally diverse environment:

• 44% female

• 50+ countries

• 30+ languages spoken

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Summary

SAP Academy for Early Talent was founded in Q4 of 2013, with a charter to create the next-

generation of sales professionals who are strategically integrated into sales teams and trained in the

most current skills, techniques, and methodologies. This is the first initiative of its kind with the goal

to establish an organization focused on training and integrating Early Talent into the field with

relentless focus on creating exceptional customer experiences.

We employ a multi-dimensional, experiential learning program

to harness the collective intelligence of our Early Talent.

The power and disruptive creativity of Academy Account

Executives (AAEs) and Presales Associates (PSAs) yield the

ability to boldly execute on our corporate strategy, demonstrate

breakthrough thinking with a passion for innovation, and

illustrate a commitment to optimizing results (internally and

externally) for our customers through simple, but

transformative ways.

SAP Sales Academy for Early Talent

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SAP Sales Academy for Early Talent - Program Overview8 Month Cycle

Onboarding Month

Dublin, CA

Welcome to

SAP & Onboarding

Classroom

Training Month 1 (M1)

Commercial Sales

/Market Unit Field

Rotation 1 (R1)

2 Months

Job Shadowing

Learning & Coaching

2 Months

Job Shadowing

Learning & Coaching

Classroom

Training Month 2 (M2)

Classroom

Training Month 3 (M3)

Dublin, CA Dublin, CA

Market Unit Field

Rotation 2 (R2)

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SAP Sales Academy for Early Talent Curriculum

Communications & Self-Development Business & Technology Acumen

SAP DNA Sales Skills, Strategy & Process

• Presentation Skills

• SAP Impact and Presence

• Giving & Receiving Feedback

• Team Based Leadership & Learning

• Personal SWOT

• Living Your Brand

• Thinking on Your Feet

• Market Unit Sales Success Plan

• Coaching the Customer

• Business Acumen & Customer

Focus

• Technology Acumen 1.0

• Industry 1.0

• Value Selling: 1.0 & 2.0

• Financial Acumen

• OneTeam Case Study

• History of SAP ERP

• Business Process Introduction:

Before & After

• SAP Strategy

• SAP Solutions Overview

• S/4HANA: The Digital Core

• SAP Big Data & IoT

• Leading the VAT: 1.0, 2.0, & 3.0

• SAP Mobile Demos

• Design Thinking

• Executive Briefings

• Managing Up

• Franchise Sales Methodology

• Account One-Pagers

• Whitespacing 4 Success

• Executive Prospecting

• Demand Generation Execution

• SAP Sales Tools and CRM

• Why SAP

• Business Content Creation

• Powerful Conversations

• Selling with Insights

• Whiteboard 4 Success: Sales

Strategies

• Challenger Selling

• Social Selling @ SAP

• Questioning Skills 4 Success

• Qualify 4 Success

• Discovery 4 the Win

• Close 4 Success

• Deal Execution

• Deal Strategy Workshop

• Negotiations

• Role Specialization Training

(Generalist, CEC, HCM,

Analytics, Procurement,

Services, & GCGB)

• Whiteboard 4 Success:

Foundations

• Communicating with Cultural

Awareness: 1.0 & 2.0

• Leading with Empathy

• Business Process Introduction:

Before & After

• Understanding the IT Landscape

• Interplay Business Simulation

• Winning with HANA Enterprise

Cloud( HEC)

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SAP Sales Academy for Early TalentAssociate Support Structure

Academy Faculty

Regional Academy Director

Academy Sales

Mentor

Academy Champion (Mentor)

• Facilitate classroom instruction and coaching

• Provide feedback and coaching on application of

teaching

• Perform assessment of classroom learning

• Manager of AAE for duration of

program

• Aligned to AAE’s in their region

• Works closely with Academy Faculty

and assigned Sales Mentors (ASMs)

to optimize experience for AAEs

• Experienced SAP Account Executive who provides

sales coaching to AAE

• Provide opportunities to apply and reinforce

knowledge

• Give direct feedback and help build network

• Sales Specialist that provides

additional opportunities for

customer engagement,

mentoring and shadowing

SAP Presales Academy for Early Talent

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SAP Presales Academy for Early Talent - Program Overview12 Month Cycle

Month 1

Months 2-7

DUBLIN, CA

Welcome to

SAP & Onboarding

Classroom

Training

Months 8-12

JOB SHADOWING

LEARNING & COACHING

Classroom

Training

Market Unit

Field Rotation

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SAP Presales Academy for Early Talent Curriculum

Soft Skills / Sales Skills Business Acumen

SAP Solution/Industry SAP Tools / Organization / Process

• Creating and delivering memorable presentations

• SAP Elevator Pitch

• Creative Thinking

• Storytelling

• Giving and Receiving Feedback

• Corporate and Social Behavior

• Value Engineering

• Corporate Structures

• Customer Reference Stories

• Understanding Finance

• Social Selling

• SAP Solution Portfolio Overview

• SAP Industry Solutions

• SAP’s Major Lines of Business and Technology Platform

• SAP User Interface Strategy

• SAP Education courses

• SAP Organization and Ecosystem

• SAP Strategy whiteboard

• SAP Sales Strategy

• Customer Discovery Training

• Guest Speaker Series

• Visits to other SAP Silicon Valley Offices

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Presales Associate

(PSA)

Mentor

Mentor-PSA-AD Triangle

Academy Director

(AD)

• Develop mentor plan for PSA goals

• Support industry/solution specialization

• Provide opportunities for customer interaction

• Integrate PSA into market unit

• Meet weekly with PSA

• Meet monthly with AD

• Adhere to goal plan

• Meet weekly with mentor and AD

• Find your niche, develop your brand, build your network

& add value

• Be proactive; be involved

• Be an Academy and demo formula evangelist

• Manages PSA

• Performance management

• Coach & liaison

• Meet weekly with PSA

• Meet monthly with mentor

• Meet quarterly with presales leaders

SAP Presales Academy for Early TalentAssociate Support Structure

Learn More

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SAP Presales Academy for Early Talent

Join the SAP Presales Academy for Early Talent career training program

and gain the skills and experience you need to become a highly valued

Presales Solution Engineer – a problem solver and subject matter expert

for some of the world’s biggest companies. In just one year, you’ll learn

everything you need to catapult yourself into a successful career at SAP.

Spend the first six months living and working with colleagues from across

the world at our world-class learning center in Dublin, California where

you’ll develop skills in presentation delivery and SAP product knowledge.

You will then head to one of our global offices for on-the-job training, job

shadowing, and mentorship as you partner with our sales organization on

sales opportunities.

We’re looking for recent grads who are enthusiastic about public

speaking and IT solutions – and have strong interpersonal, analytical,

and problem solving skills. Does this sound like you?

Start dates: February & August 2016

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SAP Sales Academy for Early Talent

The experience will begin with 1 month of orientation and onboarding in your local

SAP office followed by 3 months of collaborative classroom learning in Dublin,

California in a world-class global training center, and 4 months of learning on-the-job

with sales mentors in your home market unit.

After successfully completing our 8-month Sales Academy program, you will start

your career in one of SAP’s quota carrying sales roles selling innovative and cloud-

based solutions to various lines of business and industries.

Throughout the program, you will build a foundation needed for a successful career

in Sales. Our dynamic curriculum offers unique opportunities to learn, practice, and

apply new skills in a laboratory-like environment such as whiteboarding, executive

presentations, customer simulations and role plays.

This program provides an instructional experience that includes the most up to date

SAP solutions, selling techniques and customer engagement strategies. Examples

of innovative learning methods include Design Thinking, Team Based Leadership

and Learning, Insight Storytelling, and Social Selling.

If you are ready for a remarkable, challenging opportunity of a lifetime, apply today!

Start dates: April & June 2016

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Who Are We Looking For?

• Bachelor/Master degree in Business Administration, IT, Marketing or

Communications

• Excellent analytical, teamwork, influencing & relationship-building skills

• Ability to deal with complexity and change

• Strong interpersonal and communication skills

• Results-driven

• Strong business acumen

• Fluency in English and local language

• Multi-dimensional experiences (i.e. global experience, study abroad,

leadership role, athletics, entrepreneurial/self starter, music, etc.)

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Learn More

• #IAmSAPAcademy (June 2015)

• SAP Academy for Early Talent Video (2015)

• ALDO: Join Our Family (June 2015)

• SAP Academy for Sales: Discussion with Gerhard

Gschwandtner, CEO of Selling Power, Inc. (May 2015)

• SAP Academy for Early Talent Overview - FKOM 2015

Contact Us:

sapacademy@sap.com