Sales

Industry Value Advisor

What we offer

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!

 

 

IVA delivers four main services: 

  • Industry Demand Generation: raise the awareness of SAP’s industry capabilities, create sales plays, and partner with sales and solution colleagues to develop SAP’s strategic accounts.
  • Vision-to-Value: engage collaboratively with selected customers and with 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 Validation:  for selected customers; assess and document the business (KPI) improvement, the critical success factors, and value enabled by the SAP-based transformation.

 

ROLE DESCRIPTION
We are looking for an Industry Value Advisor to join our UK team with the following main areas of responsibility, and while previous expertise/experience in manufacturing or services would be highly desirable, the individual would be expected to deliver the value message/proposition across two or more adjacent industries.

 

 Making Industry Markets and Generating Demand 

  • 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.

 

Executing Vision-to-Value Engagements 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

 

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.

 

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.

 

The requirements of the role are similar in many ways to Management Consulting, however with significantly less travel (typically < 25% vs. 80%) and more multi-tasking on multiple customer engagements in different stages. The successful candidate will be comfortable in a fast-paced, results oriented work environment and be able to develop new expertise in different industries, lines-of-business, and solution areas as required.  

 

JOB SPECIFIC COMPETENCIES AND SKILLS
We are looking for a highly motivated, energetic and curious individual who has:

 

  •  A pro-active, flexible and can-do attitude 

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.

 

  •  An aptitude for 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 sales awareness

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

 

EXPERIENCE
[10+] years in roles such as  

  • Strategy, business, or technology consulting with industry experience across manufacturing and/or services.
  • Business development or value advisory for software or cloud services.
  • Strategy setting, transformation or P&L leadership

 

EDUCATION AND QUALIFICATIONS 

  • 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.

 

 

We are SAP

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.

 

Our inclusion promise

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

 

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:316181 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Requisition ID:  316181
Posted Date:  Jun 14, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Middlesex, GB, TW148HD

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