Share this Job

Value Advisor Expert Job

Apply now »

Date: Feb 17, 2019

City: Beijing, 11, CN

Company: SAP



Requisition ID: 202121
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

About SAP Customer Experience

SAP Customer Experience helps build trusted relationships between brands and their customers to unlock a new world of digital innovation, customer value, and sustainable growth.  SAP Customer Experience brings together the portfolios and teams from the Hybris, CallidusCloud, Gigya and Coresystems acquisitions to form SAP C4/HANA, our integrated technology suite.  We have a bold mission ahead and have complete support across SAP to revolutionize the front office and bring it together with our back-office through S/4HANA. Across SAP Customer Experience, being bold and winning is paramount to our culture and our people thrive in high performing teams. We seek talent who want to innovate, be disruptive, and who support mutually agreed upon goals and ambitions. As a fast-paced growth business, there are no limits to how our teams will shape the future of SAP and our industry.

Key Areas of Responsibility and Tasks

Value Senior Advisors consult on value selling and implementation process which includes the development of business cases with quantified monetary benefits that help create a value-based strategy for technology sale and deployment. Support customers and prospects in areas of IT strategy and business enablement and develop strategy enablement plans with clear TCO and ROI. Coach virtual team on value selling. Partner with field sales to create revenue growth opportunities and improve the win rate versus competitors.  Contribute to and leverage a repository of key performance indicators, business benefits and benchmarks to develop comprehensive sales value- based selling programs. Adopt and execute scale initiatives which elevate SAP’s leadership position. Responsible for delivery of outcomes.  

Area 1: Identification and execution of targeted sales opportunities; act as a senior advisor in SAP’s solutions/Lob portfolio and serve as a primary conduit between Solutions Management, Global and Regional  Lob/ISG business units and field sales organizations to oversee, influence and track the execution of key solution/ Lob field sales priorities.                             

Area 2: Ensure value creation process in integrated in industry and solution go to market planning process, demand generation/ sales play programs. Conduct strategy enablement visioning workshops. Enable customers for Value Management through educating them on discovery, realization, and optimization. Actively solicit participation, execute, and follow-up Value Academy sessions with prospects/customers/partners. Provide quality assurance. Recommend scope and project set-up to ensure on time, on quality delivery of customer solutions. Act as trusted advisor for customers.

Area 3: Influence and implement value creations strategies and methods in targeted sales cycles. Regularly benchmark SAP customers for best practices and value achieved. Refine and leverage standardized innovative approaches, tools, methodologies, industry-Lob specific content used in VE engagements, etc.

Tasks: Adopt standardized approaches for value based sales activities on focus solutions/Lob.  Enable the field and support field training; contribute to e-learning content. Provide on demand access for value specific expertise; engage with customers on a case by case basis. 

Competencies & Skills

Core Competencies

  • Customer Focus
  • Business Acumen
  • Innovative Thinking

SAP Employee Competencies      

  • Challenge Complexity
  • Change Agility
  • Communication
  • Intercultural Sensitivity
  • IT Principles & Data Security
  • Partner & Third Party Engagement
  • Quality Focus
  • Results-Driven
  • Self-Development
  • Teamwork & Collaboration   



Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: or, APJ:, EMEA:

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations

Job Segment: ERP, SAP, Quality Assurance, Field Sales, QA, Technology, Sales, Quality