Descrição da Vaga
Requisition ID: 134495
Work Area: Presales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
ROLES AND RESPONSIBILITIES
Industry Value Engineering (IVE) Advisors provide industry thought leadership, strategic solution advisory, and expert consultation on value management to support customer co-innovation, enterprise transformation, and business process performance improvement programs. Support customers and prospects by assessing strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Partner with field sales teams to identify revenue opportunities, create account strategies, and execute sales plays. In focused industry segments, responsible for demand generation, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP’s leadership position in an industry segment within a specific region / Market Unit. Coordinate strategic account planning sessions, facilitate customer visioning workshops, and lead delivery of value focused engagements.
Contribute to practice development through thought leadership content, business benchmarking and best practice assessments, and customer success studies. Ensure value messaging is integrated into industry and solution go-to-market planning processes, demand generation/ business development campaigns, and other SAP / partner marketing programs. Represent SAP externally and internally on a local level on industry sector, innovation and value management related topics.
Area 1: Identification, development, and execution of targeted sales opportunities; act as key expert in SAP’s industry solutions portfolio and serve as a primary conduit between the Global and Regional Industry Value Engineers and Industry Cloud teams and field sales organizations to oversee, influence and track the execution of key field sales priorities.
Area 2: Enable the virtual account team to expand profitable revenue opportunities by leveraging a variety of value-based selling approaches to deliver comprehensive business improvement strategies, value based roadmaps, and business cases including the following elements:
* Market trends, competitive positioning and capabilities required for differentiation
* Business strategy imperatives, process designs , benchmarks and best practices
* Potential benefits / economic value proposition
* Business Case / ROI and TCO analysis
* Potential risks and mitigation strategies - governance and change management implications
Enable customer adoption of Value Management best practices including discovery, realization, and optimization processes.
Area 3: Assume a leadership role in devising solutions strategies in targeted sales cycles; drive industry credibility to influence the markets opinion of SAP’s solutions offerings. Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling. Articulate value potential enabled by SAP solutions / technologies by industry and Line of Business area. Conduct customer Digital Transformation workshops leveraging Design Thinking techniques to help customer redefine their business processes and business models. Act as trusted advisor for customers; role model SAP’s values.
Area 4: Provide standardized approaches for value based sales activities on focus industries / solutions. Enable the field sales and support roll–out of new training; conduct in class training for specific industries and contribute to e-learning content. Provide on demand access for industry specific expertise.
7 - 10+ years of professional experience in consulting, business development or strategic sales support with extensive industry expertise
Prior experience with large software/IT organization with a demonstrated expertise of at least on industry / solution segment.
Demonstrated proficiency of at least one industry or solution segment (e.g. through Solution Management, Sales, Presales, Consulting or Business Development roles).
C- Level messaging and influencing experience
Executive communications – setting expectations, interviews, presenting findings & recommendations
Industry / market analysis and in-depth company research
Advanced understanding of value based selling.
Coaching and change management skills. Leadership experience in virtual, cross- functional teams.
Customer facing experience.
Fluency in English, any other language an asset. Fluency in the language of local markets desirable.
SAP product experience and/or year’s prior relevant solutions/lob experience is a plus
Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
Fluency in English, any other language an asset
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 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.
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