Industry Value Advisor

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.

We are looking for a highly motivated, energetic and curious individual who has:

• A pro-active, flexible and can-do attitude
• Willing to take either a leading or supporting role, depending on context and team composition.
• Builds trust with colleagues and customers by delivering high quality results rapidly and reliably.
• Bridges knowledge gaps by actively networking and seeking out information.
• An aptitude for industry-based, consultative selling
• Combines an understanding of industry dynamics, customer strategy and business models to identify and articulate value opportunities.
• Masters techniques such as workshop facilitation, issue analysis, benchmarking and cost-benefit/ROI analysis to develop clear, well supported recommendations in written documents.
• Delivers crisp presentations to small and large audiences and deals efficiently with objections.
• Executive and sales awareness
• Able to shape interventions and communications appropriately with an awareness of the dynamics and incentives of our sales executives and customers.
• Actively position our services by pro-actively identifying situations where IVA can add value, both internally with account teams and externally with customers.
• Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited

Our mission is to work with our sales and solution colleagues to help shape a value-led proposition to help our customers envision their future and create an action plan for technology-led transformation.

The Industry and Value Advisory (IVA) team is a key part of the Customer Success office, and we deliver success to our customers, partners and to SAP through the following services:

• Industry Demand Generation: raise the awareness of SAP’s industry capabilities, execute innovative sales plays, and partner with sales and solution colleagues to develop SAP’s strategic accounts.
• Vision-to-Value: engage collaboratively with select customers and leverage 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 Realisation: assess and document the business (KPI) improvement, the critical success factors, and value enabled by the SAP-based transformation

We are looking for an Industry Value Advisor to join our UK team with the following main areas of responsibility:

• Making Industry Markets and Generating Demand

Market analysis, strategy and industry thought leadership

• Analyse the industry’s potential and help craft a go-to-market approach to build high-quality pipeline.
• Develop SAP’s industry brand through thought leadership on social and traditional media, content creation, and presenting at industry events.
• Build and maintain a customer network.

Strategic Account Business Development:

• Partner with field sales teams to identify revenue opportunities and lead account strategies.
• Align with customer C-level executives to uncover business challenges that can be solved by SAP.

• Ensure important customer goals and KPIs remain in focus in sales engagements.

Executing Vision-to-Value Engagements with Priority Customers

• Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
• Lead design thinking workshops to explore new business models and develop future vision.
• Use techniques such as interviews and process benchmarking to discover value opportunities.
• Work with solution colleagues to ensure our solution capabilities are connected to value drivers.

• Identify, calculate, and validate the value potential and ROI of SAP-enabled transformation.

Co-creating Executive Value Proposals

• Work with the account team to ensure compelling industry and value messages are conveyed in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos etc.

• Assist customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software.

• Validating Value Realisation

• Monitor the progress selected customers are making in their SAP-enabled transformations.

• Through customer interviews and assessments, document the value realised for reference purposes.

The requirements of the role are similar in many ways to Management Consulting, however with significantly less travel (typically < 30% 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 expertise in different industries, lines-of-business, and solution areas as required.

We are looking for a highly motivated, energetic and curious individual who has:

• A pro-active, flexible and can-do attitude
• Willing to take either a leading or supporting role, depending on context and team composition.
• Builds trust with colleagues and customers by delivering high quality results rapidly and reliably.
• Bridges knowledge gaps by actively networking and seeking out information.
• An aptitude for industry-based, consultative selling
• Combines an understanding of industry dynamics, customer strategy and business models to identify and articulate value opportunities.
• Masters techniques such as workshop facilitation, issue analysis, benchmarking and cost-benefit/ROI analysis to develop clear, well supported recommendations in written documents.
• Delivers crisp presentations to small and large audiences and deals efficiently with objections.
• Executive and sales awareness
• Able to shape interventions and communications appropriately with an awareness of the dynamics and incentives of our sales executives and customers.
• Actively position our services by pro-actively identifying situations where IVA can add value, both internally with account teams and externally with customers.
• Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited.