דרושים Solution Advisor - Supply Chain Management ב-Sap ב-Italy, Milan

What you'll do

As the Solution Advisor (SA), you will be the go-to person for any solution or product questions within the sales team. You will leverage your deep expertise in specific solutions to support the entire sales cycle, from identifying opportunities to post-sale customer support. Additionally, you will assist customers in expanding their current SAP footprint to maximize value for their organization.

• Provide deep solution-specific expertise to support new sales and adoption for key customers
• Provide both standard and customized/personalized solution demonstrations that bring SAP solutions to life and show customers the value of SAP.
• Support the Account Team by delivering solution presentations and events to identify and qualify new opportunities and drive adoption and consumption of SAP solutions
• Evaluate account qualification criteria to determine further investment in pursuing opportunities
• Establish yourself as a thought leader within the account team and fine-tune account strategy
• Collaborate with the team in creating overall themes and competitive differentiation
• Conduct vigorous dry runs on strategic deals and customer engagements
• Transition engagement to implementation partner/ Services teams effectively
• Engage with customers to continue selling the vision of SAP solutions and ensure eagerness for renewal
• Leverage digital assets throughout the customer engagement, including demos, presentations, and other content

What you bring:

• Professional experience with large software/IT organizations, preferably in a solution-specific segment
• Asset management/Maintenance Processes knowledge
• SAP product experience (or equivalent) and/or 3-5 years of relevant solutions/Lines of Business experience
• Working knowledge of Cloud, Hosted Services, and Software as a Service/Platform as a Service models in the Business-to-Business Environment
• Viewed as a solutions/Lines of Business/Industry expert across SAP with a track record of success
• Focus on creating compelling storylines and themes for customer interactions
• Ability to quickly understand customer business goals and ensure they are at the center of recommended solutions
• Passion and energy in all customer interactions
• Mechanical Engineer background would be a preferred skill

Meet your team:

• Customer Advocate: Collaborate to complement solution expertise and support customers
• Global Digital Content Factory: Leverage digital assets created by the team throughout customer engagement
• Implementation Partner/Customer Services & Delivery: Efficiently transition customer engagement for successful deployment and realization of solution value
• SAP Account Teams: Share best practices and collaborate on providing solutions and services support across the entire customer journey.

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Job Segment:Supply Chain, Cloud, ERP, Mechanical Engineer, Supply Chain Manager, Operations, Technology, Engineering

As Solution Advisor (SA), you will be the go-to person for any SCM solution or product questions within the sales team. You will leverage your deep expertise in specific SCM solutions to support the entire sales cycle, from identifying opportunities to post-sale customer support. Additionally, you will assist customers in expanding their current SAP footprint to maximize value for their organization.

• Provide deep solution-specific expertise to support new sales and adoption for key customers
• Provide both standard and customized/personalized solution demonstrations that bring SAP solutions to life and show customers the value of SAP.
• Support the Account Team by delivering solution presentations and events to identify and qualify new opportunities and drive adoption and consumption of SAP solutions
• Evaluate account qualification criteria to determine further investment in pursuing opportunities
• Establish yourself as a thought leader within the account team and fine-tune account strategy
• Collaborate with the team in creating overall themes and competitive differentiation
• Conduct vigorous dry runs on strategic deals and customer engagements
• Transition engagement to implementation partner/ Services teams effectively
• Engage with customers to continue selling the vision of SAP solutions and ensure eagerness for renewal
• Leverage digital assets throughout the customer engagement, including demos, presentations, and other content

Solution and knowledge area focus:

• SAP SCM (preferably Maintenance and Sustainability) – Knowledge in the maintenance core modules and other SAP Asset Management and Sustainability areas such as field service management, service of assets and health and safety management.

What you bring:

• Professional experience with large software/IT organizations, preferably in SCM solution-specific segment
• SAP product experience and/or 5-7 years of relevant SCM solutions/Lines of Business experience
• Working knowledge of Cloud, Hosted Services, and Software as a Service/Platform as a Service models in the Business-to-Business Environment
• Viewed as a SCM solutions/Lines of Business/Industry expert across SAP with a track record of success
• Focus on creating compelling storylines and themes for customer interactions
• Ability to quickly understand customer business goals and ensure they are at the center of recommended solutions
• Passion and energy in all customer interactions

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Job Segment:Supply Chain, ERP, Supply Chain Manager, Supply, Cloud, Operations, Technology

What you'll do:

Digital Solution Advisor (dSA) is a customer-facing role mapping product capabilities to requirements of prospects to support value messaging and articulate how SAP is uniquely positioned to deliver their desired outcomes (with a specialization in the nuances of digital sales techniques). DSAs serve as domain experts and spokesperson(s) for designated solution or product segment. DSAs are responsible for integrating SAP knowledge with modern digital sales methodologies, ensuring effective communication of product value and facilitating tailored solutions proposals for clients.

Area 1: Deal Support

Area 2: Demand Generation

Area 4: Leadership

You will have responsibility to teach and mentor. You will be asked to serve as a go-to person in your domain which includes collaborating with product and solution teams.

What you bring:

• Bachelor's degree (or equivalent) required, MBA or equivalent degree from accredited university preferred

• Proven track record of success in presales or a similar customer-facing role within the technology industry.

• Familiarity with our HCM product suite and the broader industry landscape is essential. The candidate should demonstrate a deep understanding of crafting and delivering compelling product demonstrations, handling technical objections, and collaborating effectively with sales and technical teams.

• Experience in complex sales cycles, fostering innovation in presales methodologies, and driving continuous improvement initiatives is highly desired. Prior exposure to conducting workshops, webinars, and training sessions would be advantageous

The NA SAP Digital Hub is one of most exciting and innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. If you are interested in shaping the future of digital transformation, then this role is for you. You will be empowered and supported to do what is right for our customers while expressing your creativity and ingenuity. Our Digital Solution Advisors shine doing what they love to do – help people, tell stories, and connect opportunity to a solution.... with PASSION!

• Location - Alpharetta required
• Office requirement - Candidate(s) will be required to work 3 days a week in an SAP office/client site as per our Pledge to Flex return to office policy
• SAP is not offering relocation benefits for this role at this time.
• SAP is not offering current or future visa sponsorship for this role at this time.

We win with inclusion

Alpharetta
Atlanta

In this role, you will actively contribute to our customers’, helping them unlock their full potential and. You’ll play a key part in showcasing how SAP, through itsstrategy, empowers organisations to achieve resilient, agile, and intelligent supply chains with end-to-end visibility and real-time responsiveness.

Account Team Engagement

• Partner with customers from the earliest engagement stages, aligning their goals with SAP’s solution capabilities.
• Lead discovery sessions to understand business challenges and map them to D2O-based transformation scenarios.
• Present clear, differentiated solution proposals built around SAP’s vision and competitive strengths.
• Collaborate with account teams to shape strategic direction and drive deal progression.
• Deliver value-based narratives supported by compelling storytelling, demos, and digital content.
• Actively use multimedia tools (e.g. Camtasia, PowerPoint) to elevate customer experiences and messaging consistency.
• Serve as a visible trusted advisor of SAP’s approach to next-generation supply chains, inside and outside the organisation.

Customer Lifecycle Engagement

• Facilitate a seamless handover from presales to delivery, ensuring solution intent is preserved.
• Continue to evangelise the solution vision through adoption and post-implementation stages.
• Support expansion and renewal conversations by identifying new areas of value through adjacent SAP capabilities.
• Drive visibility into measurable business outcomes and long-term solution impact.

What You Bring

• Expertise in SAP solutions within the Supply Chain Management portfolio , with a solid understanding of the end-to-end Design to Operate approach.

• Direct experience with one or more solutions such as: Digital Manufacturing, Asset Management, Supply Chain Planning, Extended Warehouse Management, Transportation Management , Business Network , Supply Chain Collaboration ecc

• Proven track record in implementing SAP S/4HANA and/or individual supply chain solutions with integration scenarios.
• Familiarity with the competitive landscape in the global supply chain software market and SAP’s differentiators.
• Strong presentation and storytelling skills, including public speaking and C-level engagement.
• Higly proficiency in tools such as PowerPoint , Camtasia , and other presentation/video tools to craft engaging digital content.
• Strong organisational capability with the ability to prioritise tasks , work effectively under pressure, and manage concurrent workstreams.
• Solid understanding of software sales cycles and collaborative selling alongside account executives.
• Prior exposure to C-level stakeholders across multiple customer organisations.
• Knowledge of one or more industry sectors (e.g., Automotive, Consumer Products, Life Sciences, Industrial Manufacturing) is a plus .
• Educational background in Engineering, Economics, Computer Science or similar; an MBA or Master’s degree is a plus .
• Familiarity with the world of Artificial Intelligence and its application in business and supply chain transformation is highly valued.

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Job Segment:Supply Chain, Supply Chain Manager, Cloud, Supply, ERP, Operations, Technology

WHAT YOU´LL DO

• Review exception requests, swiftly and thoroughly for standards and guardrails compliance.
• Drive programs for contract exception approval automation and to significantly reduce risk.
• Prepare consumable and audience-appropriate content for enablement and validation of our stakeholders.
• Define and implement controls, verify that evidence is collected and documented centrally by cloud products.
• Ensure contract adherence to established product operations standards.
• Improve review times, review completion rate, automation degree, with LoB/product specific operations teams.
• Support sales and field escalations with regards to quote completion and delivery.
• Manage key messaging related to standard and exceptional cloud contract clauses.
• Identify and drive process improvement projects/initiatives.
• Enable sales teams on potential risks and pitfalls.
• Support audit controls/findings related to contract exceptions management process.

WHAT YOU BRING

We are looking for people with strategic thinking, superior problem-solving skills, and a strong professional track record of results. In addition, we place high value on relevant personal qualities: resourcefulness, results-orientation, high energy, empathy, and self-confidence while being a team player.

• Master’s degree preferred, minimum Bachelor’s degree, in Law required.
• In-depth understanding of SAP’s business and market position related to SAP’s cloud product offering.
• Excellent analytical skills, i.e., being able to grasp and structure complex problems and perform conceptual work.
• Ability to deliver highest quality work under time constraints and in rapidly changing environments.
• Highest level of flexibility, integrity, and confidentiality.
• Strong focus on customer and employee experience and their continuous improvement.
• Ability to deep dive into topics to gain a full understanding of our complex processes and scenarios.
• Experience in collaborating with various cultures across multiple time-zones.

WORK EXPERIENCE

• 2-3 years of experience in contract reviews and presenting the legal overview in a clear manner. Being able to handle a large volume of legal review requests.
• Knowledge of SAP products and services would be useful.
• Work experience in business management, technical operations management/process design, or related field required.
• Strong knowledge of JIRA, Harmony Quote, CRM, and other work management systems, required.
• Experience in day-to-day interaction with multiple stakeholders across various time-zones and driving initiatives across board areas.
• Knowledge and experience with SAP cloud portfolio, sales processes, and customer cloud operation.
• Strong skills Microsoft Office (Teams, Word, Excel, PowerPoint, Outlook), and willingness to learn new applications.
• Strong sense of urgency and experience managing risk and an open-minded personality.
• Proactive and independent working style, goal-orientation, and affinity to structure.
• Excellent verbal and written communication skills in English.
• Proven success in engaging people from different cultures, languages, and regions.
• Broad understanding of SAP’s strategy, organizational structure, and SAP solutions.
• Ideally experience in operations of one or more cloud products.

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What you'll do:

As an Architecture Advisor (AA), you will focus on the following key areas:

Account Planning & Architecture Management Responsibilities

• Support the assessment of current customer solutions from SAP and potential areas of opportunity for faster solution adoption & consumption, as well as footprint expansion.
• Engage with customers to support sales cycles throughout the Customer Value Journey as an integral member of the SAP account team.
• Drive business and IT architecture definitions to ensure consistency, cooperation, and alignment with SAP organizations, the customer, and partners.
• Define AI-enabled cloud architecture to position the value of SAP toward our customers and to support the transformation and optimization of business processes within SAP environments.
• Provide a linkage from the customer to SAP product development leadership.
• Support building customer demand through appropriate thought leadership positioning.
• Collaborate with stakeholders to understand business needs and translate them into scalable AI-driven SAP solutions.

Creating an SAP Architecture Vision for the Customer focusing on innovation and AI

• Understand customer’s business process map and business model with industry reference architecture focus​.
• Understand customer’s current enterprise landscape and future needs​.
• Drive the positioning of standard cloud architectures (plug & play) leveraging standard cloud solutions.
• Leverage AI/ML models to enhance predictive analytics, decision-making, and operational efficiencies within SAP applications.
• Architect and design AI solutions that integrate with SAP S/4HANA, SAP BTP, SAP AI Core, and other SAP technologies.

• Position the value SAP Business Data Cloud to enable the use of data and the data pipelines to enhance AI capabilities
• Provide technical guidance and mentorship to grow on SAP and Customers teams the knowledge on SAP Business AI best practices.
• Stay updated on AI advancements, SAP innovations, and emerging trends in enterprise technology.

Building Key Customer Architecture Deliverables: Business & Solution Architecture, Target State, Transformation Roadmap

• Drive business architecture and capability mapping to solution design​.
• Ensure IT feasibility of the business capabilities mapping to SAP solution architecture. ​
• Support customer cloud and AI transformation roadmap definition (business and application focus)​.
• Drive customer cloud/hybrid transformation roadmap definition (standard cloud application and technology focus)​.

Being a Trusted Architecture Advisor for the Customer

• Align living roadmap with current adoption/solution consumption​.
• Support living roadmap governance & adaptation based on evolution of customer needs and SAP solutions​.
• Drive solution expansion by highlighting value & linkages to the broader SAP Portfolio

What you bring:

• 6+ yrs of experience with software/IT organizations as an IT Architecture or Enterprise Architecture Advisor and/or specific expertise with software solutions through Solution Management, Sales, Presales, Adoption/Consumption, Consulting or Business Development, demonstrating successful outcomes over multiple years.
• Represent SAP as the trusted advisor within SAP and/or the market.
• Deep knowledge of Cloud, Hosted Services, SaaS/ PaaS models and AI model.
• Proven professional networks in the market to drive pipeline and revenue growth for SAP.
• Expertise in AI/ML frameworks and cloud AI services (SAP Business AI but also AWS, Azure AI, Google AI).
• Proven track record of success in the selected industry area, if required.
• Proven leadership and project management experience.
• Proven experience of driving tangible outcomes in Enterprise Architecture for customers.
• Fluency in English; any other language is an asset.
• Fluency in the language of local markets is desirable.
• Education: Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred.
• TOGAF or SAPIEA-10 certifications and Experience in using EAM tools is a an added value for candidates

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What you'll do:

• Generate demand, manage pipeline, and close opportunities.

• Develop opportunity plans containing compelling solution value propositions.

• Conduct White Space analysis to identify growth opportunities.

• Work with the broader account team on sales campaigns.

• Manage customer relationships at the solution area/buying center level.

• Progress opportunities for moving to the cloud/expanding footprint accounts or accounts new to the solution area.

• Utilize deep knowledge of companies' operations, business models, strategies, and end-to-end business processes.

• Stay informed about SAP’s competition and value drivers.

• Build customer participation in relevant SAP communities, programs, and events.

• Facilitate collaboration with the partner ecosystem, including System Integrators (SI), Travel Management Companies (TMCs), and other Travel & Expense-related partners.

• Collaborate closely with Account Executives (AEs) to act as a multiplier in positioning the Business Suite.

What you bring:

• Proven track record in business application software sales with overachievement of quota.

• 3 – 5 years of experience in sales of business software/IT solutions.

• Deep understanding of the solution and solution innovations.

• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations.

• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders.

• Alignment with product/solution management teams and marketing organizations is a plus.

• Demonstrated success with large transactions and challenging sales pursuits.

• Proven contractual and negotiation skills.

• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions.

• Knowledge of financial, competitive, and regulatory environments.

• Ability to thrive in a highly collaborative, cross-functional environment, coordinating effectively with Solution Consultants, Customer Success teams, and Product Management.

• Excellent verbal and non-verbal communication skills.

• Strategic thinker with a high degree of creativity and innovation.

• Excellent executive presence.

• Results-driven.

• Strong commercial/deal support skills, especially subscription-based.

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