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

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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 both in English and German mandatorz
  • 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

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities.

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