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 focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. 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:
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 and manage the development of account strategies and plans to maximize customer lifetime value.
Lead and develop the creation of customer-centric executive positioning/point of views to excite customers to collaborate with SAP.
Collaborate with the Virtual Account Team to deliver executive pitches reflecting value propositions for industry and knowledge of SAP portfolio.
Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during the 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 the account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View (PoV), and Product Demos.
Deliver presentations to small and large audiences and deal elegantly with objections.
Coach delivery teams from SAP and Partners to validate business cases and secure value delivery to customers based on the understanding of implementation dynamics.
Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations.
Experience & Language Requirements:
8+ years of professional experience in Sales / Consulting / Industry / Functional experience.
Min 3 years of strategy/management consulting experience with a leading international firm or 3+ years of value advisory experience in the B2B technology space across IaaS, PaaS, or SaaS.
Strong analytical and problem-solving skills to build customer-specific digital transformation value narratives.
Strong business acumen with the 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 and ability to navigate diverse stakeholder perspectives and expectations.
Experience in diverse technology landscape and process/technology integration topics.
Good understanding of emerging and growing technology trends (e.g. Cloud, AI).
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, account engagement design, and engagement orchestration.
Experience building and retaining strong customer relationships.
Fluency in English; any other language is 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. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management.
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.#J-18808-Ljbffr