Job description / Role
Work Area: Consulting and Professional Services
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Company Description:
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.
Role Description:
• Founded in 1972, SAP is the world's leading provider of enterprise applications, analytics, and mobility with over 170,000 customers around the world. SAP is currently seeking Industry Value Senior Advisor.
Expectations and Tasks:
• Consult on IVE selling and provide sales cycle support on IVE specific solutions .
• Help devise pipeline build strategies and scale initiatives resulting in increased pipeline, revenue, and elevation of SAP's leadership position in a regional or industry segment.
• Participate in customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental value.
• Contribute to and leverage a repository of key performance indicators, business benefits and benchmarks to develop comprehensive sales selling programs.
• Adopt and execute scale initiatives which elevate SAP's leadership position.
• Responsible for delivery of outcomes.
Area 1:
• Development and execution of targeted sales opportunities; act as a senior advisor in SAP's solutions/Lob portfolio and serve as a primary conduit between Solutions Management, Global and Regional Lob/ISG business units and field sales organizations to oversee, influence and track the execution of key field sales priorities.
Area 2:
• Contribute to high-quality business plans which clearly articulate our IVE strategy, GTM activities and key execution steps..
• Ensure IVE process is integrated in go to market planning process, demand generation/ sales play programs. Conduct strategy enablement visioning workshops.
• Educate customers on discovery, realization, and optimization.
• Actively solicit participation, execute, and follow-up on Value Academy sessions with prospects/customers/partners.
• Provide quality assurance.
• Recommend scope and project set-up to ensure on time, on quality delivery of customer solutions. Act as trusted advisor for customers.
Area 3.
• Influence and implement IVE strategies in targeted sales cycles.
• Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling.
• Regularly benchmark SAP customers for best practices and value achieved.
• Refine and leverage standardized innovative approaches, tools, methodologies, industry-Lob specific content used in IVE engagements, etc.
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Company Description:
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.
Role Description:
• Founded in 1972, SAP is the world's leading provider of enterprise applications, analytics, and mobility with over 170,000 customers around the world. SAP is currently seeking Industry Value Senior Advisor.
Expectations and Tasks:
• Consult on IVE selling and provide sales cycle support on IVE specific solutions .
• Help devise pipeline build strategies and scale initiatives resulting in increased pipeline, revenue, and elevation of SAP's leadership position in a regional or industry segment.
• Participate in customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental value.
• Contribute to and leverage a repository of key performance indicators, business benefits and benchmarks to develop comprehensive sales selling programs.
• Adopt and execute scale initiatives which elevate SAP's leadership position.
• Responsible for delivery of outcomes.
Area 1:
• Development and execution of targeted sales opportunities; act as a senior advisor in SAP's solutions/Lob portfolio and serve as a primary conduit between Solutions Management, Global and Regional Lob/ISG business units and field sales organizations to oversee, influence and track the execution of key field sales priorities.
Area 2:
• Contribute to high-quality business plans which clearly articulate our IVE strategy, GTM activities and key execution steps..
• Ensure IVE process is integrated in go to market planning process, demand generation/ sales play programs. Conduct strategy enablement visioning workshops.
• Educate customers on discovery, realization, and optimization.
• Actively solicit participation, execute, and follow-up on Value Academy sessions with prospects/customers/partners.
• Provide quality assurance.
• Recommend scope and project set-up to ensure on time, on quality delivery of customer solutions. Act as trusted advisor for customers.
Area 3.
• Influence and implement IVE strategies in targeted sales cycles.
• Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling.
• Regularly benchmark SAP customers for best practices and value achieved.
• Refine and leverage standardized innovative approaches, tools, methodologies, industry-Lob specific content used in IVE engagements, etc.
Requirements
Work Experience:
• 7-10 years of professional experience including minimum of 5 years of management consulting experience with leading international firm or 3 + years of VE experience.
• Prior experience with software/IT organizations and with a demonstrated proficiency of at least one industry or solution segment (e.g. through Solution Management, Sales, Presales, Consulting or Business Development roles).
• SAP product experience and/or years prior relevant solutions/lob experience.
• C- Level messaging and influencing experience.
• Advanced understanding of value based selling.
• Coaching and change management skills.
• Leadership experience in virtual, cross- functional teams.
• Customer facing experience.
• Fluency in English, any other language an asset.
• Fluency in the language of local markets desirable
Education And Qualification / Skills And Competencies:
• Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
What You Get From Us
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .
Sap's Diversity Commitment
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. Successful candidates might be required to undergo a background verification with an external vendor.
• 7-10 years of professional experience including minimum of 5 years of management consulting experience with leading international firm or 3 + years of VE experience.
• Prior experience with software/IT organizations and with a demonstrated proficiency of at least one industry or solution segment (e.g. through Solution Management, Sales, Presales, Consulting or Business Development roles).
• SAP product experience and/or years prior relevant solutions/lob experience.
• C- Level messaging and influencing experience.
• Advanced understanding of value based selling.
• Coaching and change management skills.
• Leadership experience in virtual, cross- functional teams.
• Customer facing experience.
• Fluency in English, any other language an asset.
• Fluency in the language of local markets desirable
Education And Qualification / Skills And Competencies:
• Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
What You Get From Us
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .
Sap's Diversity Commitment
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. Successful candidates might be required to undergo a background verification with an external vendor.
About the Company
Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.
Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.
As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.