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Director Value Advisory (f/m/d) - Energy & Natural Resources - Middle & Eastern Europe

Requisition ID: 282876
Work Area: Presales
Location: Germany or Switzerland
Expected Travel: Up to 60%
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.





SAP is seeking to expand its regional Value Advisory practice with a Director Value Advisory (f/m/d) responsible for developing the market and driving customer engagements in the Energy & Natural Resources industry.


The Director Value Advisory (f/m/d) focuses on consultative value selling to customers and prospects advising them on “Vision to Value”. This is done by collaboratively working with customers to link their business strategy and aspired business outcomes to the value proposition of SAP. As a Director Value Advisory (f/m/d)  you are responsible for the orchestration of the customer engagement with a specific focus on business value (benefits, costs, ROI). With this approach, you help create a value-based strategy and roadmap to support the customer in making the decision to partner with SAP and subsequently realize the targeted business benefits. You work closely with regional sales and the virtual account teams.


Responsibilities include also the following:

  • The Director Value Advisory (f/m/d) defines and articulates SAP’s executive value selling vision and strategy.
  • Oversees and provides executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic engagement model.
  • Articulates strategic priorities and qualified addressable market opportunities.
  • Leverages strategic partnerships with key decision makers internally and in partner and customer organizations.
  • Represents SAP externally on strategic subject matters and value management vision.


Business Development

  • Lead the partnering with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value.
  • Lead in the creation of customer-centric executive positioning to excite the customer to partner with SAP.


Customer Engagements

  • Lead virtual account team strategy to focus on “Vision to Value” creation during customer journey.
  • Act as a trusted advisor to build new and nurture existing customer executive relationships.
  • Oversee and lead structured engagements and navigate a matrix organization.
  • Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
  • Coach the team on how to use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities.
  • Oversee and validate the value potential and ROI of SAP-enabled transformation.
  • Provide guidance to customer executives to build and deliver board-level justification documents for approval of large-scale transformation projects enabled by SAP.
  • Monitor and guide the progress selected customers are making in their SAP-enabled transformations.


Practice Development

  • Lead the buildout and curation of value proposition content, methods and tools.
  • Engage in global and regional practice development projects showcasing industry expertise based on customer engagements and other field experience.
  • Share insights and thought leadership across relevant channels including social media.
  • Nurture and deliver customer reference stories that showcase actual proof points/value creation.
  • Mentor team members, participate in enablement programs and support communities of practice to share knowledge.





  • 15+ years of professional experience in sales / consulting / industry including min. 5 years of strategy/management consulting experience with leading international firm or 5+ years of value advisory experience.
  • Viewed as a prominent thought leader in core area of specialization (Energy & Natural Resources).
  • Advanced knowledge of value selling methodology and processes.
  • Ability to connect diverse customer priorities and SAP’s solutions and craft one consistent and compelling storyline for the customer CXOs.
  • Experience in leading global customer engagements including managing senior business and IT stakeholders, design and facilitation of executive workshops along with diverse perspectives and expectations.
  • Strong executive presence.
  • Fluency both in English and German on business level required, any other language an asset.



As a Director Value Advisory (f/m/d) you will be part of the Industry and Value Advisory practice, comprising 600 advisors globally. Our primary mission is to help shape our customers’ transformation journeys to enable them to deliver superior experiences to their customers and employees powered by the Intelligent Enterprise. This is done by co-creating compelling customer cases – from building a vision of running the business in innovative ways, to demonstrating the value created from investments over the customer transformation journey. By doing so, we contribute to the success of SAP’s Customer Success organization in achieving our quarterly and annual sales and profitability targets.





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: 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: Virtual - Switzerland

Director Value Advisory (f/m/d) - Energy & Natural Resources - Middle & Eastern Europe

Facility:  282876
Posted Date:  Jul 17, 2021
Work Area:  Presales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 60%

Walldorf, DE, 69190

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