Sales

Value Advisor Manager

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.Apply now!

PURPOSE AND OBJECTIVES

We seek a Head of ISBN (Intelligent Spend & Business Networks) Value Advisory to lead EMEA North Value Advisory team that is spread over UK, France, Benelux and Nordics. Head of ISBN Value Advisory reports to EMEA North head of Industry & Value Advisory.
 

The Primary focus on the ISBN Value Advisory is on strategic/consultative value selling to customers advising them on “Vision to Value”.  This is done by collaboratively working with customers to link their business strategy and business outcomes to the experiences they want to enable to the business capabilities that are needed and ultimately to the value of SAP in enabling Intelligent Spend and Business Networks. Value Advisors are responsible for the orchestration of the Vision to Value collaborative engagement with a specific focus on the business value/case (benefits, costs, ROI).  With this approach, they help create a value-based strategy to support the customer in making the decision to partner with SAP aligned to the roadmap.  Value Advisors work very closely with regional ISBN sales and the Virtual Account Teams.

 

EXPECTATIONS AND TASKS

As head of ISBN Value Advisory you are responsible of:

Sales alignment and opportunities support

  • Partner with ISBN Sales Leadership, COO and IVA head to shape the ISBN Go-To-Market  & priorities
  • Share ISBN insights / thought leadership across all relevant channels including social channels
  • Coach team members on how to partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value
  • Coach team members on how to use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities  
  • Engage with C-levels at strategic customers to initiate and steer joint vision to value engagements
  • Coach team members on how to engage with customers and create customer-centric executive positioning / point of views to excite customer to collaborate with SAP as well as how to deliver collaborative business cases and executive pitch/presentations reflecting SAP’s ISBN unique value proposition

ISBN VA management

  • Maximize team contribution to client satisfaction and Value Advisory objectives for ISBN
  • Prioritize and evaluate team engagements for maximum impact and team utilization
  • Provide guidance to shape our approach to client context, to improve deliverables quality and impact
  • Align with Industry and Customer Advisory (ICA) peers, ISBN peers and sales leadership to ensure effective ongoing collaboration  
  • Work within IVA team to innovate and improve Value Advisory methods and content

People Management

  • Recruit and coach team members to improve individual skills, address development priorities and retain top performers
  • Accountable for building leadership trust by providing clear and actionable feedback to team members and help them reach their maximum potential

 

JOB SPECIFIC COMPETENCIES & SKILLS

We seek a highly motivated, pro-active, and agile leader who has hands-on experience of value advisory in the enterprise software industry to build big value-based and strategic transformational deals, and

  • is experienced in building and leading high-performing teams,
  • Is customer focused, thinks strategically and understands C-level agendas
  • has executive presence and sales awareness to build trust and shape interventions,
  • networks within and outside SAP with partners and customers to generate momentum,
  • masters the pyramid principle to produce concise, structured deliverables with relevant messages 
  • can deliver keynotes and crisp presentations to articulate SAP’s ISBN strategy to large and senior audiences.

 

EXPERIENCE
15 or more years, of which at least 5 years in leadership positions, in one or more roles such as 

  • Value advisory for enterprise software or cloud services
  • Sourcing & Procurement management consulting to motivate or implement transformations
  • Technology consulting with SAP or other enterprise software solutions

 

EDUCATION & QUALIFICATIONS

  • Bachelor's degree (or equivalent) required, MBA or equivalent recommended,
  • Fluency in spoken and written English, a second language such as French or Dutch is a plus
  • Excellent report authoring skills (PPT, Word).

 

We build breakthroughs together

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 338141  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid
 

Requisition ID:  338141
Posted Date:  Jun 9, 2022
Work Area:  Sales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

London, GB, EC3M 7AF

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