Customer Success Partner Senior Advisor - jobs at Sap in United States, Newport Beach

What you´ll do

Key responsibilities

• Achieve sales objectives primarily through selling SAP Supply Chain Management’s software solutions to new customers and through sales of additional services to new customers.
• Develops and maintains an effective business, sales, and marketing plan for assigned territory - focus in mid-market.
• Develops sales strategies that link prospect’s business drivers to SAP Supply Chain Management’s Solution.
• Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships.
• Manage sales process through qualification, needs analysis, product demonstration, negotiation and close.
• Consistently maintains a reasonable number of new weekly face-to-face prospect meetings.
• Work with pre-sales team when technical or product support is required.
• Effectively demonstrates and presents SAP Supply Chain Management’s solutions to qualified prospects.
• Demonstrate and maintain a high level of knowledge about SAP Supply Chain Management’s products and services.
• Demonstrate and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position.
• Use effective time and territory management to maximize results.

What you bring

• Degree in a business or technical related area of study
• Minimum of 5 years’ experience selling Supply Chain solutions (PLM, IBP, MES, Asset Management and SC)
• Expertise dealing with mid-market accounts
• Turkish & English language skills mandatory

Required skills

• Successful experience identifying, qualifying, and closing new business.
• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Demonstrated knowledge of software direct and reseller sales channels.
• Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue.
• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statements and other salescollateral.

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Job Segment:Pre-Sales, ERP, Cloud, Supply Chain Manager, Sales Management, Sales, Technology, Operations

What you`ll do:

The Role:
In this role, you will have the opportunity to work on innovative projects at the forefront of technology. You will leverage your strong software development skills to address large and complex activities, showcasing your creativity and expertise to deliver high-quality results. Your innovative mindset will be essential as we continuously explore advancements in AI and machine learning and other upcoming technologies. You will be part of an agile team that includes a diverse mix of team members, such as developers, architects, designers, and working students. In this collaborative environment, you will have the opportunity to engage with colleagues from various backgrounds to bring creative ideas together.

What you bring:

• At least 3 years of work experience as a Developer, demonstrating progressive responsibility in development projects
• A master's degree in computer science, mathematics, engineering, or a related field
• Strong programming skills (e.g. in TypeScript, Python, Rust, GO) and strong competencies in computer science including data structures, algorithms, design patterns and software design
• Knowledge of state-of-the-art web and mobile technologies, frameworks, and tools (e.g. React, Xcode, Android Studio)
• Excellent understanding of cloud programming and infrastructures, including designing and implementing RESTful APIs
• Proven experience with relational databases, microservice architectures and distributed systems
• Familiarity with recent advancements and research in AI and Machine Learning, along with a strong interest in exploring new technologies and understanding how they can best address challenges.
• Experience in a variety of AI and machine learning techniques, including model architecture, pipeline automation and metrics interpretation
• Proven Knowledge of agile software development processes and experience with development processes driven by regular code reviews
• Experience with SAP products and technology is a plus
• Experience in leading a team or project is a plus
• Language skills: fluent in English (written and verbal), fluent in German (written and verbal) is a plus

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As the management consultancy of SAP, we support customers in identifying value creation potential in the planning of strategic business and IT projects. Digitalization and Innovation is the core theme for the Chief Financial Officers agenda in every organization and we are looking for a Management Principal Consultant within our CFO Advisory team. Success in this role will be achieved by drawing from a holistic service portfolio which is centered around the CFO's key topics:

• Transactional Finance
• Compliance & Group Reporting
• Performance Management & Insight

YOUR FUTURE POSITION

As a Senior / Principal Consultant (f/m/d) you will solve business and IT related issues of our customers. This includes to analyze Finance & Performance Management (F&PM) organizations and their processes with:

• focus on either transactional Finance, Performance Management (planning, forecasting & analytics) and/or Corporate Finance
• evaluate the innovation and improvement potential with a focus on F&PM
• develop and execute digital finance roadmaps for finance transformation into hybrid landscapes based on SAP S/4HANA and SAP Business Transformation Platform

YOUR PROFILE

• Since this is a customer facing role, excellent German skills are mandatory, English business fluent
• Good track record in Finance and Performance Management
• For our consultants, a strong focus on execution, a drive for customers’ success, creativity and agility are key characteristics
• Solid experience with preparation and implementation of workshops and presentations (e.g. at C-Level)
• Hands-on experience with SAP products, esp. S/4HANA (Finance), SAP Planning applications, Analytics (SAC), FIORI
• Experience with analyzing and redesigning of business processes in SAP FI/CO/Performance Management and cloud-based Finance applications
• Proficiency in agile project methodology
• Proven track record in defining and delivering SAP centered finance transformation in an international environment
• Excellent communication & presentation skills

What You’ll Do

Responsibilities & Objectives:

• Collaborate with the C-Suite and other senior executives at our customers to drive the case for change.
• Develop and present case for change to the Executive Suite.
• Understand situational interpretations and analyze data to identify and understand challenges.
• Demonstrate expert knowledge critical to the role, such as, developing business cases and related metrics while utilizing both traditional and modern assessment tools, such as interviews, surveys, and evaluations.
• Lead complex engagements with cross-functional teams (internal and external).
• Grow the Value Advisory practice by improving on current practices / adding to it.
• Successfully pitch value engagements to customers.
• Contribute to internal account strategy discussions in a meaningful fashion.

Key Attributes:

• Minimum 10 years of relevant experience preferred either as a practitioner, management consultant, or an operational consultant.
• Must be a creative storyteller.
• Aptitude for analytical and creative thinking.
• Ability to work in an ambiguous environment.
• Proficient speaker comfortable interacting with customers one to one and / or one to many scenarios.
• Possess a strong executive presence.
• Ability to establish and maintain strong relationships and to influence others and move toward a common vision or goal (both internally and externally).
• Experience in diverse technology landscape and process/technology, SAP background is a plus.
• Understanding of cloud software operating model

Soft skills and Qualifications:

• Executive presence demonstrated by excellent and energetic public speaking skills.
• Passion for technology. SAP technology knowledge is a bonus.
• Proven CXO engagement skills.
• Ability to produce storylines and high-quality presentations in PowerPoint with a very keen eye for detail. Comfortable with doing financial analysis in excel spreadsheets.
• Product marketing acumen (segment, target, content, lead strategy).
• Positive, Motivated, Self-starter with a can-do attitude

Experience & Language Requirements:

• Bachelor's degree (or equivalent) required, MBA or equivalent degree required.
• 5-8+ years of professional experience in Sales, Consulting, Industry, LOB experience including min 3 years of strategy/management consulting experience with leading international firm or 3+ years of value advisory experience
• Advanced knowledge of value selling methodology. & processes, opportunities, value chain and ecosystem analyses experience
• Customer facing experience including managing business and IT alignment, executive interview techniques, design and facilitation of executive workshops along with 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.
• Experience building and retaining strong customer relationships > Experience leading engagements.
• Fluency in English + Dutch and/or French

Meet Your Team

• This is an elite team with high visibility and exposure to SAP and Customer leadership
• Flexible work environment
• Culture of trust and teamwork
• Learning never stops
• SAP is an equal opportunity employer

Candidate(s) will berequired to work 3 days a week in office/client site.

Job Segment:ERP, Cloud, Product Marketing, Consulting, Management Consulting, Technology, Marketing, Management

What we offer

ABOUT YOU

The Sr. S/4HANA Public Cloud Sales Specialist will be familiar with, and comfortable working in, a highly matrixed environment, partnering effectively with Sales, Center of Excellence (COE), Customer Success (services, adoption, consumption, etc.), Value Add Team (VAT), Alliance Partners, and the Customer. The Sr. S/4HANA Public Cloud Sales Specialist core responsibilities include, but not limited to:

• Responsibility for revenue target
• Net New Customer growth
• Funnel Growth (new demand/pipeline)
• A subject matter expert responsible for advocating into the field and market

EXPECTATIONS AND TASKS:

LEAD & INSPIRE

• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth
• Set vision and strategy for the sales team; develop specific MU sales plans to ensure growth in all measurable revenue streams
• Conduct account and opportunity reviews with leadership
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value
• Annual Revenue - Exceed quarterly and annual individual revenue targets
• Thought leadership Create, drive, and accelerate enablement of wider SAP sales team in collaboration with Sales & Learning, MU resources etc.
• Work collaboratively with extended sales teams – Industry, LOB, Marketing, Development, S/4HANA Center of Excellence, etc.

CULTIVATE & GROW

• Ensure account teams and Alliance Partners are well versed in each account’s strategy and well positioned for all customer touch points and events
• Builds a network of executive relationships with internal stakeholders that can be leveraged
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching
• Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points
• Demand Generation, Pipeline and Opportunity Management
• Follow a disciplined approach to maintaining a rolling pipeline (R4Q). Maintain 4x funnel coverage to accelerate deal progression, and maintain out quarter objectives
• Leverage support organizations including Marketing, inside sales, Alliance Partners to drive net new opportunities
• Orchestrate resources: deploy appropriate teams to execute winning sales
• Maintain CRM system with accurate customer and pipeline information

ANALYZE & INNOVATE

• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
• Leverage SAP Solutions to innovate throughout the customer journey
• Maintain a close understanding and appreciation of competitive solutions and support the team in competitive situations
• Tight collaboration with internal stakeholders to drive adoption & consumption, ultimately having every customer referenceable
• Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process

YOUR PROFILE

• Prior experience with software/IT organizations and with a demonstrated proficiency in Enterprise and/or LOB software solutions through Solution Management, Sales, Presales, Consulting, or Business Development roles
• SAP product experience and/or extensive software sales experience in Cloud offerings
• Leverage a professional network resulting in market, pipeline, and revenue growth for SAP.
• Can leverage industry-expertise throughout sales cycle, connecting with customer with shared industry language.
• Fluency in English or any other language is an asset. Fluency in the language of local markets is a must..
• Education bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university preferred.

Our inclusion promise

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

Core tasks may include:

• Ensuring exceptional partner experience through all partner engagements with SAP
• Conducting a disciplined joint business planning process to expand the partner’s business with SAP, including a multi-year mid-term focused development plan
• Assisting partner in building transformational plans to differentiate themselves in the market and maximize creating customer lifetime value
• Evangelizing SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption, mainly focusing on extending the partner's sweet spot
• Coordinating joint marketing and business development efforts with partner, including effective partner-led demand generation tactics
• Focusing on partner readiness; supporting partner with becoming a self-sufficient, autonomous cloud solution Seller
• Identifying areas of improvement on observed competency gaps of managed partner(s) and proactively developing cloud-ready partner capabilities including presales, sales and post sales, with the right-fit partner delivery capacity
• Leveraging the ecosystem to provide thought leadership into the market to showcase the SAP difference and grow SAP’s competitive advantage

Role Purpose:

• To orchestrate and oversee Partner relationships, fostering growth and driving Partner investments in SAP's solutions portfolio. The role ensures alignment with SAP's strategic objectives and enhances Customer Lifetime Value.

Key Responsibilities include but not limited to:

• Develop and maintain a multi-year Partner business development plan, focusing on the Customer Value Journey to maximize Customer Lifetime Value.
• Create and execute an ambitious yet realistic business plan, ensuring Partners deliver on planned commitments.
• Drive indirect business by focusing on Partner’s demand generation, sales, and post-sales support activities across SAP’s portfolio.
• Manage the Partner relationship end-to-end, serving as a trusted advisor and supporting Partner autonomy.
• Coach and guide Partners on the sales landscape, owning sales performance and pipeline development.

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What You'll Do

• Analyze, design and develop the cloud solutions using SAP BTP
• Participate in solution/design of digital / cloud transformation
• Enable and guide customer in building digital experience and hyper-automation using SAP BTP
• Support customers in their rapid and agile innovation
• Adapt to newer products and solutions gather expertise in the newer areas
• Open to work on multiple topics and technologies with adequate enablement
• Have an urge to learn and experiment with new technologies

What You'll Bring

• 6-10 years of relevant experience in software development / technology consulting and at least 4 years of experience in software design/architecture in the areas listed below
• Platforms / Area: Business Technology Platform (BTP) / BTP Extensions
• Programming Skills: SAPUI5, JavaScript, Cloud SDK (NodeJS / Java), OData, MDK
• Methodology: CAP and Cloud-native architecture principles
• Knowledge in any of the below area would be an added advantage
• Build Process Automation
• SAP Work Zone
• MDK / Angular / React
• Must have basic knowledge of S/4 HANA and LOB Solutions
• Strong analytical and problem-solving skills

Masters or bachelor’s degree in Engineering or Tech from a premiere institute with excellent academic records or exceptional Technical skills
Professional Training & Certification
Preferred any of these
1. SAP Certified Development Associate - SAP Extension Suite
2. SAP Certified Development Associate - SAP Fiori Application Developer

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Job Segment:Cloud, Application Developer, ERP, Developer, Consulting, Technology