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SAP Industry Value Advisor 
United Kingdom, England, London 
291728981

12.09.2024

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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