Senior Value Advisor
4 weeks ago
**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. 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.
**Key Responsibilities & Tasks**
SAP has set the bold vision to drive Customer Value powered by the Intelligent Enterprise. The SAP Value Advisory organization is chartered with differentiating SAP as the innovation partner of choice by making the Intelligent Enterprise value and experience real for every customer.
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.
- Leads the development and adoption of scalable governance models to achieve targeted revenue, margin, and market share goals.
- Leverages strategic partnerships with key decision-makers internally and in partner and customer organizations.
- Partner with field sales teams to identify revenue opportunities, 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 customer to collaborate with SAP
- Collaborate with Virtual Account Team to deliver executive pitch reflecting value proposition for industry and knowledge of SAP portfolio Customer Engagement to Deliver Revenue for LOB or Industry/Industries
- 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 in deliverables such as RFP Responses, Value Propositions, Points-of-View (PoV), Product Demos
- Deliver presentations to small and large audiences and dealing elegantly with objections
- Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer 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 Insight / Practice Development for LOB or Industry/Industries
- Lead the buildout and/or curation of value proposition content aligned with end to end processes (i.e. Lead to Cash, Record to Report) and key personas (Customer Experience for Sales, Service, Marketing, Human Resources, Intelligent Spend Management, CFO, CHRO, Head of Supply Chain, CIO) across the Intelligent Enterprise. Value proposition content includes PoV templates, business case templates, value models.
- Engage in practice development projects showcasing industry expertise based on customer engagements and/or other field experience
- Share insights/thought leadership across all relevant channels including social 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 across IaaS, PaaS or SaaS
- Strong analytical and problem solving skills (e.g.
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