SAP Partner Solution Advisor SAP APJ Customer 

Australia, New South Wales, Sydney 

418844231

Role Description

• The Partner Solution Advisor works along with the Territory Ecosystem Managers, Partner Business Managers, SAP partners, and other internal SAP pre-sales colleagues to help SAP partners/resellers on demand generation, pipeline qualification and deal execution for SAP solutions and help them in bringing the “SAP Solution Face” to deals leading to an uplift in partner’s SAP business.
• In this role, a Partner Solution Advisor:
• Advises, coaches and guides partners on the cloud first mindset, SAP solution value messaging, solution strategy and supporting them in executing solution sales cycle (e.g., RFx support, Demos, Exec Pitches).
• Helps partners in articulating & contextualizing SAP solution strategy to increase deal size and shorten their sales cycle with the end goal of making the partner self-sufficient in handling value conversations with SAP’s prospects.
• Engages partners along with the Territory Ecosystem Manager to conduct regular deal clinics and dry runs of their solution presentations and help them in the right executive messaging, solution proposition with relevant industry insights and a compelling demonstration & presentation of SAP capabilities.
• Helps partners validate their proposed solution, including right-sizing the solution to maximise adoption and customer success.
• Acts as a trusted advisor and presales champion with partner executive teams – Founder, CEO, Sales Heads etc.
• Effectively leverages internal support teams who can help partners for seamless deal execution.
• Continuously assesses partner’s solution advisory skills, provides feedback to Partner Business Manager on improvement areas and propose for relevant enablement for flawless execution by partner’s presales teams.
• Supports Partner Ecosystem Success organisation in their presales validation program to enable partner’s presales capacity.

Expected Outcomes

The major outcomes that are expected to be delivered are:

• Achievement of SAP’s revenue aspirations for the defined partner-driven segment.
• Become a trusted advisor for the assigned partners by helping them n pipe and deals progression.
• Support Partner Business Managers and & Territory Ecosystem Managers to plan revenue achievement via partners.
• Contribute to partner’s demand generation activities through various events and programs.

We believe that the skills and personality needed to be successful in this role require potential candidates to have:

• More than 10 years of professional experience in customer-facing roles, with strong Solution Advisory or Solution Consulting experience.
• Knowledge of SAP’s flagship S/4 cloud ERP is essential, expertise with S/4 Public Cloud is highly desirable. Domain experience in Supply Chain & Logistics is preferred, but not mandatory.
• Knowledge of SAP’s Business Transformation Platform is a plus.
• Demonstrable strong presentation and communication skills.
• Evidence of mentor and multiplier mindset to help others get better.