As a Value Advisor (VA) at SAP, your primary responsibility will be to define the value proposition of SAP capabilities to customers and ensure that the promised value is tracked and refined according to the customer's priorities and adopted solutions. The key aspects of the VA role include the following:
- Develop account strategy, financial analysis, business case, and value selling
Collaborate with key stakeholders to create comprehensive account strategies for large enterprise accounts that includes in-depth market and industry analysis, revenue projections, and actionable recommendations. Utilize value-based selling techniques to position solutions that drive profitable growth. Align financial analysis and business cases with the 3–5 year strategy for large enterprise accounts. Support demand generation efforts in insightful ways and drive the Account Planning process across the market unit and region.
- Lead value engagement and project management
Oversee the entire value lifecycle from discovery to realization and optimization. This includes leading engagement efforts such as business case development, deployment strategies in line with the Customer Value Journey (CVJ) methodology, and value delivery services. Collaborate closely with stakeholders to ensure that value realization is continuously monitored and optimized.
- Establish baseline value driver metrics before go-live and benchmark value assurance
Benchmark to assess key value drivers prior to go-live, ensuring a clear understanding of potential impacts. Post-deployment, track and benchmark the realization of value through ongoing performance assessments, leveraging the Value Lifecycle Management (VLM) tool, which offers industry-specific content and best practices to optimize value outcomes.
- Understand industry value chains and end-to-end processes
Leverage industry-specific insights to understand complex value chains and end-to-end business processes across various sectors. Use these insights to develop tailored solutions that meet the unique needs of each client, ensuring alignment with industry trends and benchmarks for maximizing value delivery.
- Drive business and IT alignment in large accounts
Foster strong collaboration between business and IT teams within large enterprise accounts to ensure alignment on strategic goals. Utilize Value Enablement frameworks to standardize best practices across regions. Guide key accounts through value-focused engagements by promoting business-IT synergies, supported by thought leadership and benchmarking insights.
What you bring:
- 10-15+ years of professional experience in Sales/Consulting/Industry/Line of Business; 5+ years in strategy/management consulting preferred
- Exemplary research and authoring skills with a strong emphasis on synthesis and representing complex scenarios
- Ability to develop compelling strategic narratives and high-quality presentations with a very keen eye for detail; storyteller
- Proven track record in business case creation, financial analysis, and business architect experience
- Strong quantitative background and experience in account management and customer engagement design/execution
- Executive presence, communication, and relationship management skills
- Customer facing experience including managing business and IT alignment, executive interview techniques, design and facilitation of executive workshops
- Advanced knowledge of value selling methodology & processes, opportunities, value chain and ecosystem analyses experience
- Preferred industry experience – Services Industries, Travel & Transportation
Meet your team:
You will be working with a diverse team of professionals who are experts in SAP solutions, end-to-end processes, deployment methodologies, and customer references. You will collaborate with cross-functional and cross-geo teams in complex matrix structures to deliver value to our customers.
Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy.
There is no relocation or sponsorship offered with this role.
Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.
We win with inclusion
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. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 165500 - 281400(USD) USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 409313 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
Nearest Major Market: Atlanta
Job Segment: ERP, Cloud, Developer, Management Consulting, Relationship Manager, Technology, Customer Service, Management
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