Value (Senior) Advisor (w/m/d)

ID: 281262
Funktionsbereich: Pre-Sales
Reisetätigkeit: 0 - 60%
Standort: Vienna
Karrierestatus: Berufserfahren
Anstellungsverhältnis: Vollzeit, unbefristet




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.


Our mission is to work with our sales and software solution colleagues to help shape a Vision-to-Value proposition to help our customers envision their future and create an action plan for technology-led transformation.
Across our teams, we all take responsibility for all elements of the LACE (Land-Adopt-Consume-Expand) motion of Customer Success, to deliver on the value, the outcomes, and strengthen lasting relationships with our customers.
The Value Advisors deliver 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 Realization Validation:  for selected customers; assess and document the business (KPI) improvement, the critical success factors, and value enabled by the SAP-based transformation.
In your role you will lead and orchestrate large customer engagements and manage a cross-functional team. You will use techniques such as design-thinking, interviews and process benchmarking to explore new business models and discover value opportunities. Be a trusted advisor to selected Customer Executives and calculate business cases along the value story to demonstrate the need of change and create the documents needed to justify a multi-million transformation project enabled by SAP Software. 

Thought leadership on social and traditional media, content creation, and presenting at industry events. Build and maintain a customer and partner network. The requirements of the role are similar in many ways to Business or 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 industry and solution expertise. 
•    Min of 3-5 years professional experience in strategy, business or technology consulting, preferably for large international companies. 
•    Business development or value advisory for software or cloud services
•    SAP product experience is a plus
•    C- Level messaging and influencing experience.
•    Leadership experience in virtual, cross- functional teams. 
•    Strategy setting, transformation or P&L leadership, preferably in discrete manufacturing industry
•    MBA or equivalent from accredited university preferred.
•    Fluent in German and 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.
•    Advanced experience of value-based selling.



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: or, APJ:, EMEA:

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

Additional Locations:

Ausschreibungsnummer:  281262
Ausschreibungsdatum:  01.05.2022
Funktionsbereich:  Pre-Sales
Karrierestatus:  Berufserfahren
Anstellungsverhältis:  Vollzeit, unbefristet
Voraussichtliche Reisetätigkeit:  0 - 60%

Vienna, AT, 1021

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