SAP Principal Pre-Sales & Delivery Architect

About Tessera Labs

Tessera is an AI-native platform for enterprise transformation. The multi-agent platform delivers governed execution across ERP, CRM, HCM, and finance systems, cutting timelines from years to weeks and costs by more than half. Built on deep expertise across SAP, Oracle, Salesforce, Workday, and other systems of record, Tessera combines the reliability of an integrator with the speed of an AI-native platform.

For decades, enterprises have struggled with fragmented business systems, where migrations have consumed hundreds of millions of dollars, data stayed inconsistent and unreliable, and business processes slowed under manual review. Tessera was founded to change that, for SAP and every other system enterprises depend on. The name itself — a tessera, a single tile in a mosaic — reflects our mission: unifying the disparate pieces of the enterprise into a coherent whole. Tessera is an AI-powered, multi-agent platform that harmonizes systems and lets teams work in plain English.

Role Summary

We are looking for an SAP Principal Pre-Sales & Delivery Architect to hold the solution direction across several customer engagements at the same time, from the first customer conversation through delivery. This is not a project role, and it is not a consulting role: we are a software platform company.

Two outcomes define the job. The first is that the customer sees value, stated in their terms, agreed in writing, and tracked. The second is that the customer's own teams adopt the Tessera platform as their normal way of working, rather than working around it. The second is what makes the first durable, and it is the measure you will be held to.

The role also sits partly ahead of delivery in pre-sales. You will join early customer and partner conversations together with the Tessera client partner, because an architect who only sees signed work designs for the problem we solved last year. What you learn there is expected to change how you run the engagements you already hold, and what we ask Product to build next.

SAP is where most of our engagements start, and deep SAP judgment is what the role needs on day one. It is not where they stop. Our platform spans ERP, CRM, HCM and SCM, and integrations of orbital systems with SAP and your design view is expected to widen with it.

This role owns the proposal definition, solution build and solution delivery with AI across several SAP engagements/ accounts — how it is shaped in the sales cycle, how it is designed, and how it lands.

Key Responsibilities

1. Solution Direction Across Engagements (35%)

• Own the functional and architectural direction on several concurrent engagements, including the trade-offs between what the customer asked for and what will actually create value.
• Orchestrate the engagement team across functional, technical, data and other AI enabled workstreams — you are the person who holds the whole picture when nobody else does.
• Translate customer business outcomes into a solution shape the Tessera AI platform can deliver — and say clearly, early, when it cannot. Provide feedback to the Tessera product platform team for new R&D initiatives.
• Agree what "better" means with each customer before execution starts: measurable, written, and owned by a named person on their side.
• Hold the line between business intent and technical design, working directly with Forward Deployed Engineers, Tessera AI agents and customer architects.
• Act as the counterpart our Technical Program Managers come to first, and get a straight answer from.

2. Pre-Sales, Go-to-Market and Product Input (30%)

• Lead the solution definition and approach in early customer and partner conversations. Shape opportunities before they are scoped — approach, effort and risk — and tell our go-to-market teams what is real and what is not.
• Own the SAP solution story in proposals and statements of work, alongside the sales team/client partner and the Forward Deployed Engineers who run platform demonstrations.
• Bring the forward view back into live engagements and adjust how we run them.
• Close the loop with Product: turn field findings into Tessera platform product input, so one fix and new features & functions serves many customers instead of one.
• Contribute your SAP domain know-how back into the Tessera platform, so the agents get better at this work with every engagement.

3. Customer Platform Adoption (25%)

• Own customer platform adoption as a deliverable, not a hope. Make Tessera capabilities the default path for the customer's teams and retire the workarounds.
• Define what adoption means on each engagement, measure it, and report it alongside delivery status.
• Find where adoption stalls — process, skills, trust, or product gap — and fix the cause rather than the symptom.
• Build the customer-side advocates who carry the platform after we step back.

4. Engagement Shaping and Workforce Rationalization (10%)

• Decide what an engagement team actually needs: which skills, in what order, for how long.
• Staff on evidence. Large teams are often assembled so that everything is covered by someone, which is expensive and rarely the fastest path.
• Make the case, with data, when an engagement is carrying more people than the work requires — and when it is carrying too few.
• Feed that view into Center of Excellence capacity planning, so our people are placed where they create the most value.

Required Qualifications

• Demonstrated ownership of solutioning through leading roles during SAP enterprise software and services engagement sales cycles — scope, approach, effort and risk, not product demonstrations — with a record of what you shaped converting and then delivering.
• Proven ability to orchestrate delivery teams across functional, technical and data workstreams, on several engagements at the same time, without losing control of any of them.
• Senior client-facing presence: able to hold a room of customer architects, business owners and finance stakeholders, and to say no to a customer in a way that keeps the relationship.
• A record of driving adoption, not just go-live: evidence that the customer's teams kept using what you delivered.
• 15+ years in enterprise transformation with an SAP foundation (ECC and S/4HANA), spanning several process such as Finance and Logistics areas rather than depth in only one — enough judgment to design across finance, supply chain and order management, and to know when to bring in a specialist. Experience in several end-to-end SAP S/4HANA implementations across Greenfield/ Brownfield/ Selective Data Transition approach and very familiar with the key challenges and major activities for each transition path.
• Solid technical architecture knowledge: integration patterns, data architecture, and how an SAP landscape actually fits together, including SAP BTP and integration with non-SAP systems. Have a good understanding of SAP Business AI roadmap. You can hold your own in a room full of engineers.
• The confidence to tell a program it is over-staffed, and the evidence to back it.
• Proven ability to learn a new AI platform quickly and become the person others ask. You will be expected to reach real fluency in the Tessera platform within your first months.
• Excellent verbal and written business English, with strong presentation ability to both business and technical audiences.
• Demonstrated experience leading distributed (onshore, nearshore and offshore) delivery teams, with strong asynchronous communication discipline.
• Bachelor's degree in a related field, or equivalent practical experience.

Who This Role Is Not For

If your experience is deep configuration inside one or two process areas, this is not the role — we hire specialists for that work and you would be underused here. If your pre-sales experience is running the demo rather than owning the solution, the same applies. And if you prefer one engagement at a time with a clear scope agreed by someone else, you will find this uncomfortable. We are asking for a senior architect who is at ease holding several unfinished things at once in various stages of the sales cycle and delivery.

Preferred Qualifications

• Experience across more than one enterprise suite — ERP, CRM, HCM or SCM. SAP is the entry point, not the whole picture.
• Experience across more than one SAP S/4HANA transition path (Greenfield, Brownfield, Selective Data Transition).
• Prior experience partnering with AI, automation or RPA tooling inside an enterprise delivery context.
• Experience working within the SAP partner and co-sell ecosystem, including RISE with SAP.
• SAP Activate methodology experience across multiple full-lifecycle S/4HANA programs.
• SAP certifications, for example in S/4HANA Finance, Sourcing and Procurement, or SAP Activate.
• Spanish, Portuguese or German is a plus.

First-Year Measures of Success

• Month 3: Fluent in the Tessera platform. Holding at least two engagements. Trusted by the Technical Program Management and sales client partners on those accounts.
• Month 6: Value targets agreed and tracked on every engagement you hold. Adoption measured and improving. A steady flow of field input reaching Tessera product platform R&D. Owning the solution on at least two new SAP opportunities.
• Month 12: Tessera AI Platform client user adoption on your accounts is the norm rather than the exception. Your engagement teams are sized on evidence. Your read of where customers are heading has changed at least one thing in how we deliver or what we build.