Solution Advisor Senior Specialist - HEC

Job description / Role

Requisition ID: 179063
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Recruiter Name: Laurent SAMSON

COMPANY DESCRIPTION

As you know, SAP's vision is to help the world run better and improve people's lives.
As THE cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries Run Simple.

We empower people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.
At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. Here, you work alongside creative thinkers who share your intets, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you're able to build your career. It's no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.

ROLE DESCRIPTION:

Area 1:

Identification and execution of targeted sales opportunities; act as a senior advisor in SAP's solutions/LoB portfolio and serve as a primary conduit between Solutions Management, Global and Regional Lob/ISG business units and field sales organizations to oversee, influence and track the execution of key solution/ LoB field sales priorities.

Area 2:

Execute the GTM plans for the solution/ LoB; contribute to high-quality business plans which clearly articulate solution/ LoB 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, M&A, strategic partnering. Demonstrate the ability to contribute to the development of a customer roadmap from their current IT environment to a Cloud environment.

Area 3:

Influence and implement solution/ LoB strategies in targeted sales cycles. Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and solution cross-selling.

Tasks:

Adopt standardized approaches for value based sales activities on focus industries/solutions. Enable the field and support roll-out of new field training; may conduct in class training for specific industries and contribute to e-learning content. Act as trusted advisor for customers.

Requirements

WORK EXPERIENCE:

- Prior experience with software/IT organizations and with a demonstrated proficiency of at least one solution/LoB segment (e.g. through Solution Management, Sales, Presales, Consulting or Business Development roles)
- SAP product experience and/or year's prior relevant solutions/lobe experience
- Working knowledge of cloud in the B2B environment
- Working knowledge of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks
- Capable of leveraging a professional network on behalf of SAP resulting in pipeline and revenue growth
- Proven track record of success in the selected industry area
- Customer facing experience.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

- Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
- Fluency in English, any other language an asset
- Fluency in the language of local markets desirable
- Customer Focus
- Business Acument
- Innovative Thinking
- Challenge Complexity
- Change Agility
- Communication
- Results-driven
- Sales Product Solution Knowledge
- Knowledge Transfer Effectiveness
- Presentation skills

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.

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.