SAP Industry Value Advisor 

United Kingdom, England, London 

291728981

What you’ll do

• Industry Demand Generation:raise the awareness of SAP’s industry capabilities, execute innovative sales plays, and partner with sales and solution colleagues to develop SAP’s strategic accounts.
• Vision-to-Value:engage collaboratively with select customers and leverage our knowledge of the industry, discover business goals and challenges and shape an inspiring customer vision that can be enabled by an SAP-supported roadmap to deliver tangible business outcomes
• Executive Value Proposals:co-create a coherent story of how the customer’s goals are best supported by SAP’s unique value proposition to support investment decision in SAP’s solutions
• Value Realisation:

1. Making Industry Markets andGeneratingDemand

Market analysis, strategy and industry thought leadership

• Analyse the industry’s potential and help craft a go-to-market approach to build high-quality pipeline.
• Develop SAP's industry brand through thought leadership on social and traditional media, content creation, and presenting at industry events.
• Build and maintain a customer network.

Strategic Account Business Development:

• Partner with field sales teams to identify revenue opportunities and lead account strategies.
• Align with customer C-level executives to uncover business challenges that can be solved by SAP.
• Ensure important customer goals and KPIs remain in focus in sales engagements.

1. Executing Vision-to-ValueEngagements with Priority Customers

• Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
• Lead design thinking workshops to explore new business models and develop future vision.
• Use techniques such as interviews and process benchmarking to discover value opportunities.
• Work with solution colleagues to ensure our solution capabilities are connected to value drivers.
• Identify, calculate, and validate the value potential and ROI of SAP-enabled transformation.

1. Co-creating Executive Value Proposals

• Work with the account team to ensure compelling industry and value messages are conveyed in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos etc.
• Assist customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software.

1. Validating Value Realisation

• Monitor the progress selected customers are making in their SAP-enabled transformations.
• Through customer interviews and assessments, document the value realised for reference purposes.

• A pro-active, flexible and can-doattitude
  • Willing to take either a leading or supporting role, depending on context and team composition.
  • Builds trust with colleagues and customers by delivering high quality results rapidly and reliably.
  • Bridges knowledge gaps by actively networking and seeking out information.

• Anaptitudefor industry-based, consultative selling
  • Combines an understanding of industry dynamics, customer strategy and business models to identify and articulate value opportunities.
  • Masters techniques such as workshop facilitation, issue analysis, benchmarking and cost-benefit/ROI analysis to develop clear, well supported recommendations in written documents.
  • Delivers crisp presentations to small and large audiences and deals efficiently with objections.

• Executive and salesawareness
  • Able to shape interventions and communications appropriately with an awareness of the dynamics and incentives of our sales executives and customers.
  • Actively position our services by pro-actively identifying situations where IVA can add value, both internally with account teams and externally with customers.
  • Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited.

What you bring

• Significant experience in Strategy, business, or technology consulting
• Deep expertise in business development or value advisory for software or cloud services.
• Strategy setting, transformation or P&L leadership in specific industries like Manufacturing (CP, Retail etc) preferred.
• Bachelor degree (or equivalent) required, MBA or equivalent from accredited university preferred.
• Fluency in spoken and written English
• Excellent report (PPT, Word) authoring skills using the pyramid principle and with attention to detail.
• Strong group management and facilitation skills; design thinking or similar methods a strong plus.

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