Sales

Value Advisor Expert for Intelligent Spend Management

 

 

Requisition ID: 284174
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

 

COMPANY DESCRIPTION


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.

The Value Advisor would be part of the Intelligent Spend Management (ISM) team, focused on driving value based conversations specifically related to procurement / spend management.

 

Department:  Value Advisory Intelligent Spend

Reports to: VP Value Advisory APJ (Richard Bradbury)


Job Description Overview

Cloud and Business Network business models necessitate a different service and support model focused on adoption and business outcomes.  The VA Senior Director role will serve as a strategic advisor to customers, evangelizing and applying SAPs value management framework during the sales process to ensure customer success. 


The Senior Director is responsible for leading the Value Advisory teams in SEA, Korea and Japan (5FTE) which provides value-based selling support and customer advisement throughout the sales cycle.  This includes advising and partnering with Sales and other pre-sales functions on demand generation and deal execution.  People and practice development are also critical components of this role.
 

Qualified candidates will need to demonstrate deep Procurement and Supply Chain practitioner expertise while fostering relationships with senior executive stakeholders.  This includes painting a vision of the desired best-in-class end state for our customers along with the supporting organizational, process and technology recommendations.   As a trusted advisor, it also includes helping prospects foresee and navigate around operational hurdles that may impede value realization.

 

Duties and Responsibilities 

  • Direct the Value Advisory team’s efforts while collaborating with Sales to identify and develop opportunities for business process transformation in the areas of strategic sourcing, purchasing transaction automation, supply chain, A/P automation, working capital improvement, performance analytics and compliance tracking 
    • Profile customers’ current maturity across various procurement and finance functions to identify the opportunity and cost to get to best-in-class 
    • Develop associated business case for business process transformation 
    • Drive executive meetings to obtain buy-in to the program through insightful solution options and a clear articulation of Ariba’s domain expertise
  • Promote thought leadership and service innovation through conceptualization, implementation and execution
    • Identify opportunities to refine existing or develop new intellectual property and methodology, frameworks and tools (e.g., questionnaires, presentations, implementation methodology, performance management) based on past experience, research, and analysis 
    • Be viewed as a thought leader in industry circles by speaking at various industry forums, publishing articles and delivering innovative solutions 
    • Develop intellectual capital that can be leveraged into marketing and sales materials that will position the firm as a thought leader and generate project revenue
    • Support innovation around our service delivery model and provide guidance to the service and support organizations on how to execute improvements
    • Actively contributes to knowledge capital; responsible for coordinating efforts across specific content areas 
  • Help enable other SAP teams on our value proposition for the Procurement, Supply Chain and Finance stakeholders

 

Preferred Competencies 

  • Experience in leading and managing high powered teams
  • Strong executive presence, displaying a deep understanding of best practice business processes related to Procurement, Supply Chain and Finance
  • Ability to influence key decision makers using understanding of client’s organizational processes and best-in-class maturity
  • Displays proactive communication (i.e., face-to-face meetings and phone calls are more frequent than emails) 
  • Speaks to and manages opportunities across all elements of a successful NVE program (e.g., processes, systems, spend, structure, measures and incentives, people and culture)
  • Targets, cultivates, and manages high-level client relationships (e.g. C-level or VP) to build influence and can intervene when a manager needs a senior presence 
  • Recognizes the service needs associated with a client-focused business model 
  • Applies a broad knowledge of A/P and Finance applications/solutions 
  • Familiar with the full spectrum of Ariba’s services, as well as associated differentiators between Ariba’s and the competition’s offerings 
  • Tailors selling approach for diverse customer groups 


Preferred Qualifications

  • The ideal candidate will have experience in one or more of the following functional areas: Procurement, Supply Chain, Accounts Payable and Working Capital Management
  • 10+ years Procurement and Finance experience (Procurement, Supply Chain, Accounts Payable, Working Capital Management) 
  • Strategy consulting experience at senior manager or principal level
  • Experience in technology enabled business transformation projects
  • MBA or similar advanced degree
  • Demonstrated experience in successful software sales environment
  • Excellent written and verbal communication skills 
  • Strong presentation and organizational skills 
  • Team leadership and mentoring 
  • Strong leadership and people development skills
  • Strong business and financial acumen
  • Ability to work in a team environment and share best practices regularly 
  • Adaptable management style to conform to the varied corporate cultures and organizational structures of our customers 
  • Strong problem solving ability 
  • Industry experience a plus 
  • Ability to travel up to 30%
  • Fluency in Japanese

 

WHAT YOU GET FROM US

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.

SAP'S DIVERSITY COMMITMENT
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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

Additional Locations

Requisition ID:  284174
Posted Date:  May 31, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Tokyo, Tokyo, JP, 100-0004

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