We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Key Responsibilities & Tasks
The Value Advisory job family sits within Industry & Value Advisory (IVA) and focuses on strategic/consultative value selling to customers advising throughout the Customer Value Journey (CVJ) - SAP's customer engagement model.
This is done by collaboratively working with customers to link their business strategy and business outcomes to the experiences they want to enable to the business capabilities that are needed and ultimately to the value of SAP in enabling the Intelligent Enterprise.
Key responsibilities:
Provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
Articulate strategic priorities and qualified addressable market opportunities.
Lead the development and adoption of scalable governance models to achieve targeted revenue, margin, and market share goals.
Leverage strategic partnerships with key decision-makers internally and in partner and customer organizations.
Represent SAP externally on value management vision and strategic subject matters.
Partner with field sales teams to identify revenue opportunities.
Lead and develop the creation of customer-centric executive positioning to excite customers to collaborate with SAP.
Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey.
Act as a trusted strategic advisor to nurture customer executive relationships.
Lead and orchestrate structured engagements and navigate a matrix organization.
Position and lead SAP's engagements to build the case-for-change enabled by SAP solutions.
Use techniques such as design thinking, interviews, and process benchmarking to explore new business models and discover value opportunities.
Identify, calculate and validate the value potential and ROI of SAP-enabled transformation.
Embed experience thinking into all collaborative customer discussions.
Engage with sponsors to continually make the case for change.
Work with account team to ensure compelling industry and value messages are delivered.
Deliver presentations to small and large audiences.
Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customers.
Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations.
Lead the buildout and/or curation of value proposition content aligned with end-to-end processes.
Engage in practice development projects showcasing industry expertise.
Share insights/thought leadership across all relevant channels.
Nurture and deliver customer reference stories that showcase actual proof points/value creation.
Mentor junior team members.
Participate in enablement programs, community of practices, and/or Hubs to share knowledge.
Experience & Language Requirements
8+ years of professional experience in Sales / Consulting / Industry / Functional experience.
Min 3 years of strategy/management consulting experience with leading international firm or 3+ years of value advisory experience in B2B technology space.
Strong analytical and problem-solving skills.
Strong business acumen with ability to link industry specific trends, customer objectives and the promise of technology into a compelling case for change.
Advanced knowledge of value selling methodology and toolkits.
Strong customer facing skills.
Experience in diverse technology landscape and process/technology integration topics.
Good understanding of emerging and growing technology trends.
Understanding of core business processes in the context of ERP solutions.
Understanding of SAP Industry/LoB and/or product offerings.
Understanding of ERP implementations and post-implementation value management.
Experience with large account management.
Experience building and retaining strong customer relationships.
Fluency in English, any other language an asset.
Education
Bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. We are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.
We win with inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.
Requisition ID: 412579 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.#J-18808-Ljbffr