Solution Advisor Senior Specialist

Job description / Role

Solution Advisor Senior Specialist - HANA Enterprise Cloud Job

Work Area: Consulting and Professional Services
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

ROLE DESCRIPTION

The SAP HANA Enterprise Cloud (HEC) offering is a new comprehensive cloud infrastructure offering from SAP combined with managed services. This new offering allows customers to run their SAP HANA applications, including SAP® Business Suite powered by SAP HANA and SAP NetWeaver® Business Warehouse powered by SAP HANA, in a managed cloud environment. It delivers the power of real-time in-memory technology with cloud simplicity. The SAP HANA Enterprise Cloud Go-to-Market team (HEC GTM) focuses on taking this new offering to market working in close collaboration with the SAP HANA Enterprise Cloud RUN organization. Our primary focus is to drive HEC customer adoption and maximization of HANA license sales revenues. We are looking for highly motivated and customer-focused team members to strengthen the Go-to-Market team.

Act as a primary point of contact for the customer within the HEC GTM and coordinate the entire cycle right from sales lead qualification up to contract closure working closely with all the other internal teams. Engage with customers very early in the sales cycle and lead the qualification process. Act as a trusted advisor and subject matter expert for the customer on the HEC topic and its offerings. Work closely with the CoE teams within the HEC Run organization to ensure appropriate delivery of services. Support the field organization in RFP submissions.

Manage the bid / proposal process for the customer ensuring that the customer receives suitable pricing and liase with the local contract team to ensure timely and satisfactory contract closures.

The Solution Advisor Senior Specialist/Expert (f/m) cares for strategic sales cycle support on HEC offering. Leverages solutions expertise ensuring business critical & innovative results.

Responsible for delivery of outcomes. Executes functional business plans integrating functional and financial objectives. May represent SAP externally and internally on specific HANA Enterprise Cloud subject matters.

EXPECTATIONS AND TASKS:

Area 1:

Identification, development, and execution of targeted sales opportunities; act as key expert in HEC GTM team and serve as a primary conduit between HEC CoE, and field sales organizations and the HEC run teams to oversee, influence and track the execution of key field sales priorities.

Area 2:

Lead and execute the GTM plans for the HEC teams; contribute and validate high-quality business plans which clearly articulate HEC strategy, GTM activities and key execution steps. This could include areas such as: enablement, launches, ramp-up, solution strategy and roll-in, pricing, investment cases, strategic partnering.

Area 3:

Assume a leadership role in devising solutions strategies in targeted sales cycles; drive HEC credibility to influence the markets opinion of SAP's solutions offerings. Package tactical sales plays tailored to specific target segment and positioning - considering product lifecycle and adoption. Act as trusted advisor for customers; role model SAP's values. Help customers become best run businesses in their industry.

Tasks:

- Provide standardized approaches for value based sales activities on HEC offerings.
- Enable the field and support roll -out of new field training; conduct in class training for HEC offerings and contribute to e-learning content. Provide on demand access for HEC specific expertise; engage with customers on an ongoing basis.
- Very high proficiency in customer communications and presentations is required

Requirements

EDUCATION AND QUALIFICATIONS/ SKILLS AND COMPETENCIES:

- Bachelor's degree in Business Administration, Engineering or Computer Science required from an accredited university, MBA or advanced degree in related discipline preferred
- Fluency in English is a MUST, any other language an asset

WORK EXPERIENCE:

- SAP product experience and/or 8-15 years prior relevant solutions/LoB experience
- Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one solution segment/LoB (e.g. through Solution Management, Pre-Sales, Sales, Consulting or Business Development roles)
- Experience with cloud provider, hosting provider or managed services providers is highly valued. Experience in HANA or Suite on HANA applications will be a great advantage
- Must be proficient in understanding SAP HANA and SAP Business Objects Ability and willingness to travel on a global basis
- Viewed as solutions/LoB expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth
- Proven track record of success in the selected solution/ LoB area. Customer facing experience

WHAT YOU GET FROM US

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 .

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.

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

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.