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Partner Solution Advisor- APJ Customer Advisory

2 months ago

Bangkok, Bangkok, Thailand SAP Full time

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? 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. Apply now

SAP is looking for an experienced candidate to join our Digital Hub Customer Advisory organisation and be part of the newly established APJ Partner Solution Advisory team, based in Bangkok.

What is the role about and how does it align to SAP's objectives?

SAP has an aggressive aspiration to grow our cloud revenue across APJ and to significantly increase the size of the business by 2025. The strategic intention of Customer Advisory is to achieve this vision by transforming into a scalable pre-sales organisation, use modern digital technologies, and leverage the extensive SAP partner eco-system.

For this purpose, a new team called Partner Solution Advisory team was created in 2023, with the aim of working with identified SAP Partners to support them in progressing the deal pipeline, and ultimately, make the eco-system self-sufficient, resulting in high quality of pre-sales engagements for deals led and run by partners.

SAP is looking for passionate professionals with strong SAP S/4 solutions experience. This role is a senior position and offers the opportunity to become a "force multiplier" by engaging as a mentor and advisor with SAP's extensive ecosystem.

In this role, the Partner Solution Advisor will work closely with SAP's Customer Advisory, Partner Ecosystem Success and Sales leadership in a collaborative manner to plan and execute solution advisory engagement with partners to achieve SAP's revenue aspirations.

Role Description

The Partner Solution Advisor works along with the Territory Ecosystem Managers, Partner Business Managers, SAP partners, and other internal SAP pre-sales colleagues to help SAP partners/resellers on demand generation, pipeline qualification and deal execution for SAP solutions and help them in bringing the "SAP Solution Face" to deals leading to an uplift in partner's SAP business.

In this role, a Partner Solution Advisor:

  • Advises, coaches and guides partners on the cloud first mindset, SAP solution value messaging, solution strategy and supporting them in executing solution sales cycle (e.g., RFx support, Demos, Exec Pitches).
  • Helps partners in articulating & contextualizing SAP solution strategy to increase deal size and shorten their sales cycle with the end goal of making the partner self-sufficient in handling value conversations with SAP's prospects.
  • Engages partners along with the Territory Ecosystem Manager to conduct regular deal clinics and dry runs of their solution presentations and help them in the right executive messaging, solution proposition with relevant industry insights and a compelling demonstration & presentation of SAP capabilities.
  • Helps partners validate their proposed solution, including right-sizing the solution to maximise adoption and customer success.
  • Acts as a trusted advisor and presales champion with partner executive teams – Founder, CEO, Sales Heads etc.
  • Effectively leverages internal support teams who can help partners for seamless deal execution.
  • Continuously assesses partner's solution advisory skills, provides feedback to Partner Business Manager on improvement areas and propose for relevant enablement for flawless execution by partner's presales teams.
  • Supports Partner Ecosystem Success organisation in their presales validation program to enable partner's presales capacity.
  • Expected Outcomes
  • The major outcomes that are expected to be delivered are:w
  • Achievement of SAP's revenue aspirations for the defined partner-driven segment.
  • Become a trusted advisor for the assigned partners by helping them n pipe and deals progression.
  • Support Partner Business Managers and & Territory Ecosystem Managers to plan revenue achievement via partners.
  • Contribute to partner's demand generation activities through various events and programs.

What are we looking for?

We believe that the skills and personality needed to be successful in this role require potential candidates to have:

  • More than 10 years of professional experience in customer-facing roles, with strong Solution Advisory or Solution Consulting experience.
  • Knowledge of SAP's flagship S/4 cloud ERP is essential, expertise with S/4 Public Cloud is highly desirable. Domain experience in Supply Chain & Logistics is preferred, but not mandatory.
  • Knowledge of SAP's Business Transformation Platform is a plus.
  • Demonstrable strong presentation and communication skills.
  • Evidence of mentor and multiplier mindset to help others get better.
  • [ONLY FOR SEA position]: English language fluency is a must
  • Location: Thailand

#ICC2024

We build breakthroughs together

SAP innovations help more than 400,000 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. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team:

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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 (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - Indonesia #LI-Hybrid.