SAP Senior Value Advisor 

Germany, Berlin 

632712602

Key responsibilities:
• Provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
• Articulate strategic priorities and qualified addressable market opportunities.
• Leverage strategic partnerships with key decision-makers internally and in partner and customer organizations
• Adopt a buying centre focus to articulate and communicate relevant business value narrative to key customer decision makers (e.g. CFO, CHRO, CPO, COO, CIO etc.)
• Represent SAP externally on value management vision and strategic subject matters. Viewed as an emerging thought leader in their core area of specialization.
• Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value
• Lead and develop the creation of customer-centric executive positioning/point of views to excite customer to collaborate with SAP
• Collaborate with Virtual Account Team to deliver executive pitch reflecting value proposition for industry/function and knowledge of SAP portfolio to deliver revenue for LOB or Industries
• Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey
• Act as a trusted strategic advisor to nurture customer executive relationships (e.g. CFO, CIO, CHRO)
• Lead and orchestrate structured engagements and navigate a matrix organization• Use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities
• Identify, calculate and validate the value potential and ROI (and other metrics that matter to the customer) of SAP-enabled transformation
• Embed experience thinking into all collaborative customer discussions
• Engage with sponsors to continually make the case for change
• Work with account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View (PoV), Product Demos
• Deliver presentations to small and large audiences (e.g. CXOs, Department Heads, SAP Users) and dealing elegantly with objections
• Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on the understanding of implementation dynamics
• Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations Insight / Practice Development for LOB or Industry/Industries
• Lead the buildout and/or curation of value proposition content aligned with end to end processes (i.e. Lead to Cash, Record to Report, Source to Pay, Hire to retire) and key personas across functions (e.g. Customer Experience for Sales, Service, Marketing, Human Resources, Intelligent Spend Management, CFO, CHRO, Head of Supply Chain, CIO). Value proposition content includes PoV templates, business case templates, value models.
• Engage in practice development projects showcasing industry expertise based on customer engagements and/or other field experience
• Share insights/thought leadership across all relevant channels including social channels
• Nurture and deliver customer reference stories that showcase actual proof points/value creation
• Participate in enablement programs, community of practices, and/or Hubs to share knowledge

Experience & Language Requirements
• 6+ years of professional experience in Sales / Consulting / Industry / Functional experience (e.g. Finance, Supply Chain)
• Min 2 years of strategy/management consulting experience with leading international firm, or 3+ years of value advisory experience in B2B technology space across IaaS, PaaS or SaaS
• Strong analytical and problem solving skills (e.g. first-principles based thinking, ability to deal with ambiguity) to build customer specific digital transformation value narratives
• Strong business acumen with ability to link industry specific trends, customer objectives and the promise of technology into a compelling case for change
• Strong knowledge of value selling methodology and toolkits, e.g. executive interview techniques, design and facilitation of executive workshops, driving business and IT alignment, stakeholder validation, customer analysis and research, financial modelling for business case creation (e.g. cashflow estimation, NPV, ROI analysis).
• Strong customer facing skills and ability to navigate diverse stakeholder perspectives and expectations
• Experience in diverse technology landscape and process/technology integration topics
• Good understanding of emerging and growing technology trends (e.g. Cloud, AI)
• Understanding of core business processes in the context of ERP solutions. Strong functional understanding (e.g. Finance, Procurement, Manufacturing, Supply Chain) or SAP functional capabilities will be considered an advantage
• Understanding of SAP Industry/LoB and/or product offerings
• Understanding of ERP implementations and post-implementation value management
• Experience with large account management, account engagement design, and engagement orchestration
• Experience building and retaining strong customer relationships
• Fluency in English, any other language an asset. Fluency in the language of local markets desirable

Bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university.

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