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Presales

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

Requisition ID: 282877
Work Area: Presales
Location: Germany 
Expected Travel: Up to 60%
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.

 

 

ROLE DESCRIPTION

 

SAP’s Intelligent Enterprise turns any business into a best-run business. The Customer Advisory (CA) organization in MEE is chartered with differentiating SAP as the innovation partner of choice by making the Intelligent Enterprise value and experience real for every customer.  Value Advisory (VA) sits within CA MEE and focuses on strategic/consultative value selling to customers advising them on “Vision to Value”. This is done by collaboratively working with customers to answer questions like “Why Change? Why Now? Why SAP?”. Value Advisors work collaboratively with the customer to shape a compelling business vision, enabled by a SAP-supported, value-based roadmap that will deliver improved business outcomes for an attractive return on investment - tailored to the customer’s context, resulting in a positive investment decisions for SAP solutions. Value Advisors work very closely with Sales and the Virtual Account Teams.

 

As Director Value Advisory (f/m/d) you will oversee and provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model. You will leverage strategic partnerships with key decision makers internally and in partner and customer organizations to build and deliver business cases for change. You will represent SAP externally on value management vision and strategic subject matters and be viewed as a thought leader in your core area of specialization (i.e. business domain, industry).

 

 

KEY RESPONSIBILITIES & TASKS

 

  • Partner 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 / point of views to excite customer to collaborate with SAP
  • Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey
  • Act as trusted strategic advisor to nurture customer executive relationships
  • 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
  • Coach account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos
  • Provide guidance to customer executives to build and deliver board-level justification documents (case for change, BC, ROIs, TCOs)
  • Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on understanding of implementation dynamics
  • Share insights / thought leadership across all relevant channels including social channels
  • Participate in enablement programs, community of practices, and/or Hubs to share knowledge

 

 

KPIS & MBOs

 

  • Business Development & Demand Acceleration (Account planning, pipeline growth & revenue support)
  • Revenue Enablement & Deal Support (revenue closed, collaborative value assessments delivered, bench marking surveys, customer feedback)
  • Insight & Practice Development (practice activities, though leadership assets, enablement sessions, BTS, mentorship)
  • Talent Management & Coaching (employee engagement)

 

 

WORK EXPERIENCE & EDUCATION

 

  • 12+ years of professional experience in Sales / Consulting / Industry including min 2/3 years of strategy / management consulting experience with leading international firms or about 10 years of value advisory experience
  • Advanced knowledge of value selling methodology & processes, opportunities, value chain and ecosystem analysis experience
  • Experience with leading engagements business case creation, analysis, and research
  • Customer facing experience including managing business and IT alignment, executive interview techniques, design and facilitation of executive workshops along diverse perspectives and expectation
  • Large account management, account engagement design and facilitation
  • Experience building and retaining strong customer relationships
  • Fluency in English, fluency also in German preferred
  • Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred

 

Additional Requirements

 

  • Passionate about value creation
  • A pro-active, flexible and can-do attitude
  • An aptitude for industry-based, consultative and value selling

 

 

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: Virtual - Germany

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

Facility:  282877
Posted Date:  Nov 17, 2021
Work Area:  Presales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 60%
Location: 

Walldorf, DE, 69190


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