Full Time

Industry Advisor Expert- HighTech

Posted 2 months ago
Application ends: November 3, 2021
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Job Description

What We Offer

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!

Key Responsibilities & Tasks

SAP has set the bold vision to Drive Customer Value in the Experience economy Powered by the Intelligent Enterprise.

The SAP Industry & Value Advisory (IVA) 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 IVA and focuses on strategic/consultative value selling to customers advising them on “Vision to Value”. 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. Value Advisors are responsible for the orchestration of the Vision to Value collaborative engagement with a specific focus on the business value / case (benefits, costs, ROI). With this approach, they help create a value-based strategy to support the customer in making the decision to partner with SAP aligned to the roadmap. Value Advisors work very closely with regional sales and the Virtual Account Teams.

The Value Advisor Expert defines and articulates SAP’s executive value selling vision and strategy. Oversees and provides executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model. Articulates strategic priorities and qualified addressable market opportunities. Oversees 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. Represents SAP externally on value management vision and strategic subject matters. Viewed as a thought leader in their core area of specialization (i.e. business domain, industry).

Business Development / Demand Acceleration

> Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value

> Lead in the creation of customer-centric executive positioning / point of views to excite customer to collaborate with SAP

> Coaches Virtual Account Team to deliver executive pitch reflecting value proposition for industry and knowledge of SAP portfolio

Customer Engagement to Deliver Revenue

> Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey

> Act as 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

> Oversee 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

> Coach account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos

> Provide guidance to customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software

> 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 understanding of implementation dynamics

> Monitor and guide the progress selected customers are making in their SAP-enable transformations

Insight / Practice Development

> Lead the buildout and/or curation of value proposition content aligned to end to end processes (i.e. Lead to Cash, Record to Report) and key personas (CMO, CIO, CFO, Head of Supply Chain, etc.) 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 team members

> Participate in enablement programs, community of practices, and/or Hubs to share knowledge

Experience & Language Requirements

> 12+ years of professional experience in Sales / Consulting / Industry experience including min 4 years of strategy / management consulting experience with leading international firm or 5 + years of value advisory experience, deep understanding about HighTech industry.

> Advanced knowledge of value selling methodology. & processes, opportunities, value chain and ecosystem analyses experience

> Experience with business case creation, analysis, and research

> Customer facing experience including managing business and IT alignment, executive interview techniques, design and facilitation of executive workshops along diverse perspectives and expectations

> Experience in diverse technology landscape and process/technology integration topics

> Experience with managing business and IT alignment

> Large account management, account Engagement Design and Facilitation.

> Executive presence

> SAP Industry and/or product line business development. Experience building and retaining strong customer relationships

> Experience leading engagements

> Fluency in the language of local markets desirable.


> Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred

Location: BJ/SH/GZ/SZ

We are SAP

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.

Our inclusion promise

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

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:297780 | Work Area: Sales | Expected Travel: 0 – 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: