Value Advisor Expert

**Requisition ID**:281262
**Work Area**:Presales
**Expected Travel**:0 - 60%
**Career Status**:Professional
**Employment Type**:Regular Full Time

**COMPANY DESCRIPTION**

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 and Expectations**

SAP stands to transform industries, grow economies, lift up societies, and sustain the environment. Because it’s the best-run businesses that make the world run better and improve people’s lives. 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.

**Role and Engagement**
- 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

**Experience Requirements**
- 12+ years of professional experience in Sales / Consulting / Industry including min 4 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 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 expectations
- Large account management, account engagement design and facilitation
- Executive presence
- SAP Industry and/or product line business development
- Experience building and retaining strong customer relationships
- Experience leading engagements
- Fluency in German and English, any other language an asset.

**Additional Requirements**
- Passionate about value creation
- A pro-active, flexible and can-do attitude
- An aptitude for industry-based, consultative and value selling
**WHAT YOU GET FROM US**
**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.