Value Advisor Manager-South Korea

 We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

SAP has set the bold vision to drive customer value powered by the Intelligent Enterprise.

The Value Advisory (VA) team helps companies transform by articulating long-term business and technology strategies, aligning those to solutions and business outcomes, creating compelling business cases to justify investments in SAP technology, and building strategic value roadmaps for execution.

Internally, the VA team collaborates with large cross-functional project teams on high-profile customer engagements, develops thought leadership for SAP, and networks with a global VA organization that is the envy of every other global software companies.

SAP is seeking a leader responsible for managing a team of Value Advisors as a part of the Korea Market Unit.  This role enables the generation and progression of pipeline, as well as the adoption and satisfaction of our customers, through the successful execution of our Customer Value Journey methodology.

You will partner with sales leadership to identify opportunities, create account strategies, and ensure coverage of account plans. With your team, you are responsible for coordinating the delivery of Value Advisory services to support customer transformation agendas and business process performance improvement programs. You will personally sponsor and lead transformational engagements with customers, as well as manage the creation of high-quality customer deliverables with compelling value propositions. You will identify and scale best practices with your peers in Korea, as well as in APJ and beyond.

As a people manager, you are responsible for modelling SAP values and supporting the success of your direct reports. You will be a member of the Korea Customer Advisory (CA) leadership team and the APJ Industry & Value Advisory leadership team.

Responsibilities include:

• Team leadership & talent development:
  • Support the success of direct reports by identifying development opportunities and helping them achieve their goals.
  • Build leadership trust by providing recognition, coaching and just-in-time feedback for immediate reflection and growth.
  • Establish strategy, goals and KPIs for the team and clearly communicate objectives.
  • Onboard and nurture talent to meet the current and future needs of the organisation.
  • Lead VA’s transformation to the buying center model where we provide domain expertise across Finance, Supply Chain, Procurement, HR and Customer Experience
• Customer engagement and value creation:
  • Partner with field sales teams to identify and qualify opportunities, as well as prioritise VA engagements based on alignment to MU priorities.
  • Support and coach teams on the development of account strategies and plans to enable continuous value creation throughout the Customer Value Journey.
  • Coach team members and collaborate with the Virtual Account Team (VAT) to inspire transformation with customer executives and initiate collaborative engagements, through client-centric executive pitches reflecting our value proposition aligned to end-to-end processes (i.e. Lead to Cash, Record to Report) and key personas (CMO, CIO, CFO, Head of Supply Chain, etc.) in an industry-specific context.
  • Drive pipeline velocity by leading, orchestrating or overseeing and providing executive consultation on structured engagements with customers that leverage varied tools and techniques such as design thinking, interviews and process benchmarking to discover and prosecute value opportunities.
  • Coach team members on the creation of tailored value propositions that support customers’ case for change and drive favourable investment decisions, by articulating the unique strategic, operational and financial value delivered by SAP cloud technology.
  • Enable, support and collaborate with partners on value selling to help achieve non-linear revenue growth by identifying, accelerating, growing and securing revenue opportunities for SAP.
  • Build and maintain strategic partnerships with key decision-makers internally and in partner and customer organizations.
• Scalability & organisational enablement:
  • Infuse a value DNA across the organisation through targeted enablement initiatives equipping customer-facing SAP teams to deliver on the Customer Value Journey.
  • Contribute to continuous improvement of our customer engagements, in line with the CVJ engagement methodology, to deliver superior outcomes and experience at pace and at scale.
  • Coach delivery teams from SAP and Partners on validating business case and securing value delivery to the customer, through relevant value realisation mechanisms (e.g. definition of value scorecards and associated governance forums).
  • Support demand generation initiatives by contributing relevant thought leadership and helping shape a value narrative targeting high-priority growth areas for the Korea business, based on key personas, industries and/or customer segments.
  • Support the organisation through ad-hoc strategic initiatives requiring a VA skillset.
• Practice development and thought leadership:
  • Guide, oversee and contribute to enablement programs, communities of practice and/or hubs through sharing and showcasing of industry / LoB expertise based on customer engagements and other field experiences.
  • Drive VA practice development (locally, regionally and globally) by fostering proactive knowledge sharing and innovation of VA services.
  • Represent SAP externally on value management vision and strategic subject matters.
  • Nurture and deliver customer reference stories to showcase proof points and value creation.

Qualifications

• 12+ years of professional experience in strategy, business, or technology consulting with engagements in the industry, business development and/or value advisory for software or cloud services
• Advanced knowledge of value selling methodology and processes, incl. business case creation, analysis, and research.
• Customer-facing experience, including orchestration of complex engagements involving multidisciplinary teams; stakeholder management and alignment (e.g. business and IT); executive interview techniques; design and facilitation of workshops with diverse sets of participants and perspectives.
• Executive presence and experience building and retaining strong customer relationships.
• Demonstrated leadership in leading and developing high performing teams; excellent mentoring skills. Strong interest and experience coaching and leading virtual, cross-functional teams. Experience in change management.
• Exemplary communication skills with a strong emphasis on synthesis and simply representing complex scenarios.
• Strong strategic thinker and thought leader
• Excellent presenter and speaker internally and externally
• Familiar with the full spectrum of the SAP portfolio

Education

• Bachelor's degree (or equivalent) required

​Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

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: 404321  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.