Customer Advisory Specialist

at  SAP

WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

WORK EXPERIENCE

• 3+ years of presales or consulting experience
• 3 - 5 years of solution experience
• Demonstrates 3-5 successful engagements orchestrating small teams on small-mid-sized deals
• SAP Cloud knowledge on end to end processes/solution matching
• Knowing industries (Public sector & Utilities) is an advantage
• Experience in sales and sales processes
• Excellent presentation and communication skills English: proficient
• Fluent/Native Romanian

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Bachelor equivalent: minimum requirement
• Master equivalent: optional
• MBA / Ph.D.: optional

The Customer Advisory Specialist possesses knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.
A Customer Advisory Specialist interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the Customer Advisory Specialist during an active sales cycle is to gain acceptance from the customer that SAP solution can solve the customer’s problem and is the right choice over the other competitive offerings. During these cycles they often take on the role of a Solution Captain. In addition to deal support, a Customer Advisory Specialist collaborates with Sales, Value Advisory and Industry teams to plan and execute business development strategies and create a long term roadmaps and architecture for strategic customers.

Deal Support:

• Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customer audiences. The presentations must articulate SAP Cloud strategy, the sales message, differentiate SAP with AI innovations, and leave a strong and positive impression to audiences which can include senior company executives.
• Prepare and deliver value-based software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing and compelling customer presentation.
• In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
• Demonstrate deep knowledge of SAP Cloud solutions and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
• Execute proper Deal qualification with SAP Sales team
• Support RFx completion in support of customer proposals.
• Ability to effectively present to customers “remotely” using virtual technologies (SAP Virtual Studio and Adobe Connect).
• Provide limited post-sale support to key customers and in collaboration with SAP post-sales teams primarily to the project/implementation team to ensure a smooth transition.
• Able to lead as a Solution Captain when deals require complex solutions and require multiple presales participates to support a successful customer presentation or demo.
• Effectively leverage support teams who are there to support presales success. (Global / Regional Solution Specialists, CoE, Value advisory and Industry, Solution HuBs, Deal Advisors, Solution Experience, Product Management).

Demand Generation

• Support with content one-to-many sales and marketing events both on-site and remotely.
• Lead & support discovery workshops to promote new and innovative solutions for customers and prospects.
• Collaborate with the sales team to identify whitespace opportunities at accounts.

Sales Readiness

• Develop close relationships with SAP sales teams in order to promote effective sales methodologies
• Participate in demo system design and planning and assist in configuration if needed.
• Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed.