I want to work as SAP Pre Sales Consultant.

I want to work as SAP Pre Sales Consultant.

There are many SAP Consultants who want to shift their career from Consulting to Pre Sales or Sales function. I meet many SAP Consultants who are working in SAP Projects who feel that they want to move to Pre Sales area. Many of them are not aware about the role, the pre-requisites and the responsibilities associated with a Pre Sales job in SAP practice.

The Pre Sales function in SAP Practice, in any Organization depends on the size of SAP practice, the various products/services offerings and the size of the projects, the practice is handling. There may be other criteria also.

In many organizations the Pre sales function is part of Sales function or in some cases is part of Delivery organization. It depends on the organization and will vary from org to org.

Now let us understand the Pre Sales Consultant profile in a general:

  • The Pre Sales Consultant is expected to possess an expert level knowledge of SAP product and the various solution offerings. In most of the cases, he is part of Sales team formed for an opportunity in sales process.
  • Th Pre Sales Consultant normally gets involved in meetings with Customer to understand Customer requirements, expectations from SAP product solution.
  • He gets involved in Product/offerings presentations and demonstrations if required.
  • He is considered as Solution expert and if required, will get further inputs/support from delivery team.
  • He gets involved in proposal preparation and subsequent discussions as & when required till closure of the deal.
  • Gets involved in post sales support for project delivery initiation. He is the link between the Sales cycle and the delivery execution.
  • Depending on size of organization and the sales opportunities, he may get involved in multiple engagements.

If the SAP practice is large enough then many organizations have a large team of Pre Sales and there are various roles within the Pre sales team. These are Pre Sales Consultant, Expert Pre sales Consultants, Solution Architect etc..

Looking at the above, it’s very clear that unless you have a good understanding/knowledge of SAP product/solution offerings of your organization, it’s very difficult to perform as Pre Sales Consultant.


Different Ways for Career shift to SAP: SAP Training for pre selected Candidates

Different Ways for Career shift to SAP: SAP Training for pre selected Candidates

“How can I get into SAP?”

This is a common question asked by most of the people who want to move to ERP/SAP career from their non SAP career. As discussed in earlier posts, it depends on your professional qualification, your domain/technical experience, Soft skills, your training in particular area and the most important is the Opportunity you get for this career move..

In my earlier notes, I have discussed different ways people have followed to enter SAP Career.

One of the ways which some people have followed is getting trained for a pre selected employer.

This model is  beneficial for the candidate as well as the “would be employer”.

This has been followed by many SAP Consulting organisations which require no. of  SAP consultants in a particular domain area. This is mostly called as “Train & Hire model” and the methodology is as follows:


  • The prospective Employer identifies the SAP Skill Resources requirement for a Functional/Technical area.
  • The Employer either plans to conduct Training themselves OR Collaborates with an SAP Authorised Training Centre.
  • There is normally a pre screening of Candidates for suitability as SAP Consultants which is done by the Employer. This Pre selection of candidates is based on professional qualification, your domain/technical experience, Soft skills, and suitability to work as Consultant etc. etc….
  • The Candidates have to complete the Authorised SAP Training followed by SAP Certification. Depending upon the Organisation, Training Academy the Training Cost is partially/Fully paid by Candidate.
  • Most of the Employers in above model, do give a Conditional Offer Letter for employment before start of the training. This is applicable only after completing SAP Training & Certification. This will vary from Company to company.
  • Normally there will be a final selection process after completing SAP Training & Certification.
  • Once you join the Employer, the normal induction process is followed just like any lateral recruit. and your Career Change to SAP is complete.

There is a possibility of undertaking to serve the Employer for a minimum period and many organisations do insist for it.

The above path will give an opportunity to move into SAP and is one of the most suitable for a Career change.


I am having experience in Testing in an IT Company & want to shift to SAP Career..

Recently I have met lot of people who are working as Test Engineer/Testing Manager in IT companies and who are looking for a shift in career to SAP. Most of them are not aware about what is Testing Career in SAP consulting and they assume a role similar to their existing one to be available in SAP.

One thing which was common in most of the interaction was related to the role they will have to play/available to them in SAP consulting.

I always suggest them to first understand the following before deciding on SAP Career shift :

  • What is an SAP Project.. whether it is implementation, support, upgrade etc…
  • What is the role of Functional,Technical (ABAP,Basis…)Consultant in SAP project
  • Then try to understand what is a typical Testing job available in SAP.

There is no role as a General Tester in SAP project , but it will be always a testing role for a particular module. It can also be a testing role for ABAP, Authorization control testing, Performance Testing etc…Thus the pre-requisite will be always the knowledge about that module, technical area.

Let us take an example of a requirement for SAP SD Testing job:

Minimum xx to xx years of Testing experience in Order to Cash Process of SD

Strong functional knowledge of SAP SD processes

Working knowledge of SD is preferred


Strong knowledge of Testing Process, Testing Tools and Quality Policy/Processes

OR see another senior level HCM Testing job requirements:


  • testing experience on SAP HR/HCM (PA, OM, PT & PY).

  • testing experience on interfacing applications like SuccessFactors, Kronos & Taleo.

  • experience in test plan, test execution strategy, status reports

  • Strong understanding of project management or software development life-cycle methodologies (ASAP, Waterfall & Agile).

  • Excellent knowledge of HP Quality Center test management tool and the structure of test artifacts (test cases, scripts, results and defects) within the tool.

It is very essential that, they first have to get into one of the SAP module or Technical area and then specialize in SAP Testing .

The module or Technical area to be decided based on individual qualification, experience & liking etc….(Pl. Refer to my earlier posts)

I am having experience in Project Planning, Purchasing & Production. Which SAP module should I select for training?

I met an aspiring SAP Consultant who was having total 7 years of experience in manufacturing industry in various functions. Let us call him Rajesh. He had started working with the company as Trainee Engineer and has worked in Production department initially before moving to Purchasing function. Subsequently he changed the job and got an opportunity to work in a multinational company. His job profile in this new company was Project planning & execution for setting up the new manufacturing plant.

He had made up his mind to move to SAP Consulting after doing a detail evaluation. He was not clear how to choose a particular SAP module for his training & career change. He has met couple of training centres for SAP training and each of them advised a different module- either PP or MM or PS.

Let us look at the key points Rajesh must consider while choosing a SAP Module:

  • Good Qualification: Rajesh is an Engineering Graduate from a reputed college/university and got his first job thru’ campus placement.
  • Considering his professional experience, he has to be in Logistics/SCM area and he can use his functional experience to the best level in this area while working in SAP. The domain experience in your chosen SAP Module provides you to understand SAP in a much better way. The preferred experience level is about 3 to 4 years & Rajesh has varied experience covering Production, Purchasing & Project Planning.
  • The experience level mentioned above has provided Rajesh with good understanding of day to day function in manufacturing and Project planning & execution. Rajesh has spent first 3 years in Production + Purchase function and subsequently has spent about 4 years in Projects function. The initial period gave him good manufacturing exposure and it has been used during the Projects planning & execution period to set up manufacturing plant. He can get into MM/PP/PS very easily based on his experience.
  • As part of Projects function, Rajesh was using MS Project for all planning & monitoring of execution activities. He has now a reasonably good exposure to Finance, Costing for his Project function.
  • Good exposure about various systems used for reporting in manufacturing and/or Projects..
  • Rajesh has above average Computer proficiency-.A very good hands on in MS Office, Projects..
  • Very Good Soft Skills.. One of the areas where many aspiring SAP Consultants lack is the Soft Skills area. As Rajesh has to communicate with people at all level, he has developed good written, verbal communications. He is also having an excellent proficiency level in preparing & making presentations.
  • Awareness about systems in general and ERP in particular. The company where he worked initially was using a home grown ERP system & Rajesh was using it..
  • Rajesh finds the Project Planning & execution function much challenging and he has become passionate about it.
  • The demand for SAP functional consultants in the areas of his interest was analysed using few job portals. This is not the most important decision factor but input about it is required.
  • After analysing & putting down the above key points, Rajesh himself was convinced that he should get into Project System module of SAP.
  • With most of the above requirements fulfilled, Rajesh will require a good SAP training, Certification and hands on project experience which will put him into SAP consulting..

I have just completed my SAP Training.. What should I write in my Resume?

Good demand for SAP consultants motivates many people to get into SAP and complete SAP training in a particular module.

Once they complete their training & start looking for a job in SAP area, many of them face a dilemma about writing their resume. Most of them are confused about how to project their profile for SAP consulting role.

The normal question asked is, what should I write in resume for SAP related role?

( I am assuming a candidate who has Functional/domain experience & has completed SAP training & Certification)

Always remember that, your resume has to give you an opportunity for an interview..Then during the interview, you have to show your competency in your functional area & your SAP knowledge. Also see https://suhasagashe.wordpress.com/2013/03/07/what-is-the-typical-role-of-sap-functional-consultant/ for understanding the SAP Consultant Role & prepare for your interview.

The Resume format can be chosen by individual, as per his/her choice but MUST cover the following:

Profile Summary:

  • Your Name, Email & phone contacts

  • Profile Summary which highlights your Domain Experience prior to SAP training, SAP training & Certification done , & your SAP project experience.

  • Your basic & professional Qualifications., Certifications Completed.


  • Start the detail of your Resume with your experience in SAP area.. (if any). If you have worked on a SAP project as Trainee, give details about it & your role in it. If as part of your training, you have done a Project, do mention it with details. You may be strong or having in-depth working in a particular sub module, do highlight that so as to get more discussion on it during interview..

  • SAP Training completed : Give details about Institute from where you have completed SAP training & the status of Institute. It is always advisable to complete the training from SAP authorized training institutes. You can get the list on SAP’s official website.

  • Anybody who wants to move into a particular SAP Module/consulting must have working experience in that area. The domain experience in your chosen SAP Module provides you to understand SAP in a much better way & is valued by organizations. .Please highlight your Domain experience and the areas in which you have worked before SAP training.

  • If you have some exposure in supporting and/or using any ERP systems, do mention those details.

  • Many people are involved in ERP deployment,testing or working as actual user for their daily functions. This gives them good exposure to ERP systems which is very beneficial while working in SAP area. Awareness about systems in general and ERP in particular will be helpful. e.g.those of you who plan to get into SAP HR payroll, TM, must be knowing the existing systems thoroughly & you must mention this.

  • If you have any exposure to understanding of Codification Schemas followed in your function/systems.

  • Your Computer proficiency-.A very good hands on in MS Office helps..

  • Soft Skills & any special Language proficiency .

    One of the areas where many aspiring SAP Consultants lack is the Soft Skills area. You will have to communicate with people at all levels and that will cover written, verbal and many presentations…..If you were involved in pre-sales, presentations etc. do mention it.

  • The other common personal details such as address, age,…..etc. Etc.

I will also suggest, not to wait till you complete your Training & Certifications. Start preparing your resume when you are nearing your training.. Also browse thru’ job portals of reputed Consulting companies giving profile requirements for Junior SAP Consultants…This helps in modeling your resume.


What is the typical role of SAP Functional Consultant?

What is the typical role of SAP Functional Consultant?

Every candidate who is considering Career shift to SAP has an anxiety about role of SAP Functional Consultant. Many of them are having Functional experience as part of their career and want to understand what they will be doing post SAP training & Career shift to SAP. The role of SAP Functional Consultant will vary based on the type of project he is working. The Project may be SAP Implementation, SAP Support (post implementation), Upgrade, Roll out etc….

I have given below the responsibilities of a SAP Functional Consultant for SAP implementation project. These will vary based on Project size, scope etc. but I have tried to cover the main responsibilities.

  • Provide expert advice on SAP functionality. The Consultant is supposed to be expert in his SAP module and should be able to provide in detail the functionality available in SAP. He should advice customer on how to use the best business processes as provided in SAP.
  • Collect & analyze customer requirements on the following:
    • Business processes and parameters: This is important for business processes to be covered in SAP and compile the various parameters required for subsequent Configuration.
    • Assist in data transfer mapping: Data is required to be transferred to SAP from the legacy systems (e.g. Master Data like Material Master, Customer/Vendor master etc..)
    • Determining reporting requirements: Standard SAP Reports and any Customized Reporting required.
  • Determine printed forms requirements
  • Suggest solutions to customer based on best business practices so that Customer gets Business benefits by following these SAP processes.
  • Assist in the development of business process descriptions
  • Conduct implementation & training workshops: This is particularly required for SAP Power users and then guidance for end-user training. Most of the implementations follow ‘Train the Trainer’ approach..
  • Provide guidance on end-user documentation.
  • Provide guidance on test plan. : How to test SAP functionality for the required Business processes and ensure that all scenarios are covered.
  • Conduct unit tests based on customer defined scenarios
  • Coordinate with other module SAP Consultants for Integration requirements.
  • Provide Functional Specifications to Technical team for any Customized developments..

I am having experience in Finance/Costing function. What are the requirements to make a Career change to become SAP FI/CO consultant?

If you are considering Career change to SAP then you must understand the prerequisites to become SAP FI/CO Consultant. I have summarized the requirements for SAP FI/CO Consultant:

  • A qualified Chartered Accountant is a preferred option but not mandatory..The other qualifications are MBA-Finance, Commerce graduates /post graduates, Cost Accountants. I have come across many excellent FI/CO Consultants who hold a technical qualification.
  • Anybody who wants to move into FI/CO consulting must have working experience in that area. The domain experience in your chosen SAP Module provides you to understand SAP in a much better way..The preferred experience level is about 3 to 4 years for a Finance professional before moving to SAP career.
  • It is expected that the experience level mentioned above has provided you good understanding of day-to-day accounts function in an organisation, processes followed, Report requirements, good awareness of areas  linked to Accounts function etc. A good knowledge of your functional area and the processes is a MUST. Let me give an example: If you are working in the Accounts Receivable function in the Organisation, you must be having good knowledge about AR systems and processes followed currently in your organisation. Apart from this you must be aware about Accounts Payable, Internal Audits, GL functions etc.. The section names may vary from company to company but one must be having a good exposure in those areas.
  • Good understanding of Codification Schemas followed in your function/systems.
  • At least average Computer proficiency-.A very good hands on in MS Office helps..
  • Very Good Soft Skills.. One of the areas where many aspiring SAP Consultants lack is the Soft Skills area. You will have to communicate with people at all levels and that will cover written, verbal and many presentations…I still remember an excellent process followed by leading IT/Consulting company for recruiting Trainee FI/CO consultants. Once all the qualifying criteria’s are met, the Candidate used to be asked to present any project/process of his choice for 10 minutes followed by 5 minutes of Q & A..
  • Awareness about systems in general and ERP in particular will be helpful..Awareness about other functions in the organization helps when one is considering move to SAP. This is particularly useful for understanding Integration aspects in ERP.
  • With most of the above requirements fulfilled, you will require a good SAP training and hands on project experience which will put you into SAP FI/CO consulting..
  • It’s recommended to get SAP training from SAP authorized training institutes and complete the SAP Certification.

I have been working on SAP Support Project for a long time. How can I get Value addition on such project?

First of all, pl. Note that you can get good value addition on Support Project also. If you have been working on support project for few months/years, make an inventory of skills/competency you have achieved in his SAP area. Ask yourself few questions like following:

“Can you say that you have mastered your module and proficient in all sub modules? (For FI consultant knowing AR, AP, and GL fully)

“Are you able to resolve most of the issues referred in above areas?”

“What is your competency level for integration?”

“Are you confident that you can support your module for any issues?”

“What is your comfort level for Master Data- design/migration etc.?”

“What is your exposure to other relevant modules?”

“Will you be judged a competency of K2  in above areas?”

“Are you comfortable interacting with ABAP Development team & giving them complete specs?”

….And similar questions……


I am sure you will be able to find many areas even in your current project that will give you lot of value addition.


Try to become ‘Guru’ or the most wanted Consultant for your area in your project..

“Then concentrate on other areas, Integration, Authorization controls, ABAP specs writing etc…”

The best way is to use the opportunity available in the current environment and add value to the project & yourself by acquiring higher skills/competency and you will be making Career progress….

Why there is always a demand for SAP FI/CO consultants?

  • SAP is being used by large no. of organizations and Financial Accounting is normally implemented in almost all organizations. This may not be a case for other modules such as PP,QA,PM etc..
  • One of the key decision maker for SAP implementation,upgrade, roll outs etc. is CFO of the Organization and he/she normally ensures that functionalities of FI/CO are covered in the projects at first place.
  • There are Tax/Compliance requirements for each company/country and ERP like SAP definitely helps in fulfilling such requirements..Rather it has become a MUST to have an ERP for all such requirements.
  • There are changes in various Tax applications & rates and it needs to be incorporated as per laid down rules within defined periods.
  • Even after implementation, as a part of ongoing support, organization requires FI/CO consultants
  • There are always new add on projects started after core SAP implementation and form functionality and/or Integration point of view, there is always a need of FI/CO consultants.

I am MBA fresher. How can I get into SAP Career?

There are many IT consulting organizations, who recruit graduates, MBA, post graduates and impart them SAP training.

This is part of their induction training and subsequent to training the employees become part of ERP/SAP team.

SAP Consulting companies normally prefer an MBA with some professional experience for inducting into SAP practice. The most valued  is the Business process knowledge gained during  your professional experience.