Senior Value Advisor

We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Key Responsibilities & Tasks
As a global leader in enterprise applications and business AI, SAP stands at the nexus of business and technology. For over 50 years, organizations have trusted SAP  to bring out their best by uniting business-critical operations spanning finance, procurement, HR, supply chain, and customer experience.

SAP has set the bold vision to drive Customer Value by unlocking the next era of enterprise management. The SAP Value Advisory organization is chartered with differentiating SAP as the innovation partner of choice by making the value of the next era of enterprise management real for every customer.

The Value Advisory job family sits within Industry & Value Advisory (IVA) and focuses on strategic/consultative value selling to customers advising throughout the Customer Value Journey (CVJ) - SAP's customer engagement model.

This is done by collaboratively working with customers to link their business strategy and business outcomes to the experiences they want to enable via SAP-enabled business capabilities

Key Responsibilities

• Provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
• Articulate strategic priorities and qualified addressable market opportunities.
• Leverage strategic partnerships with key decision-makers internally and in partner and customer organizations
• Adopt a buying centre focus to articulate and communicate relevant business value narrative to key customer decision makers (e.g. CFO, CHRO, CPO, COO, CIO etc.)
• Represent SAP externally on value management vision and strategic subject matters. Viewed as an emerging thought leader in their core area of specialization.
• Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value
• Lead and develop the creation of customer-centric executive positioning/point of views to excite customer to collaborate with SAP
• Collaborate with Virtual Account Team to deliver executive pitch reflecting value proposition for industry/function and knowledge of SAP portfolio to deliver revenue for LOB or Industries
• Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey
• Act as a trusted strategic advisor to nurture customer executive relationships (e.g. CFO, CIO, CHRO)
• Lead and orchestrate structured engagements and navigate a matrix organization
• Position and lead SAP's engagements to build the case-for-change enabled by SAP solutions
• Use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities
• Identify, calculate and validate the value potential and ROI (and other metrics that matter to the customer) of SAP-enabled transformation
• Embed experience thinking into all collaborative customer discussions
• Engage with sponsors to continually make the case for change
• Work with account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View (PoV), Product Demos
• Deliver presentations to small and large audiences (e.g. CXOs, Department Heads, SAP Users) and dealing elegantly with objections
• Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on the understanding of implementation dynamics
• Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations Insight / Practice Development for LOB or Industry/Industries
• Lead the buildout and/or curation of value proposition content aligned with end to end processes (i.e. Lead to Cash, Record to Report, Source to Pay, Hire to retire) and key personas across functions (e.g. Customer Experience for Sales, Service, Marketing, Human Resources, Intelligent Spend Management, CFO, CHRO, Head of Supply Chain, CIO). Value proposition content includes PoV templates, business case templates, value models.
• Engage in practice development projects showcasing industry expertise based on customer engagements and/or other field experience
• Share insights/thought leadership across all relevant channels including social channels
• Nurture and deliver customer reference stories that showcase actual proof points/value creation
• Participate in enablement programs, community of practices, and/or Hubs to share knowledge

Experience & Language Requirements

• 6+ years of professional experience in Sales / Consulting / Industry / Functional experience (e.g. Finance, Supply Chain)
• Min 2 years of strategy/management consulting experience with leading international firm, or 3+ years of value advisory experience in B2B technology space across IaaS, PaaS or SaaS
• Strong analytical and problem solving skills (e.g. first-principles based thinking, ability to deal with ambiguity) to build customer specific digital transformation value narratives
• Strong business acumen with ability to link industry specific trends, customer objectives and the promise of technology into a compelling case for change
• Strong knowledge of value selling methodology and toolkits, e.g. executive interview techniques, design and facilitation of executive workshops, driving business and IT alignment, stakeholder validation, customer analysis and research, financial modelling for business case creation (e.g. cashflow estimation, NPV, ROI analysis).
• Strong customer facing skills and ability to navigate diverse stakeholder perspectives and expectations
• Experience in diverse technology landscape and process/technology integration topics
• Good understanding of emerging and growing technology trends (e.g. Cloud, AI)
• Understanding of core business processes in the context of ERP solutions. Strong functional understanding (e.g. Finance, Procurement, Manufacturing, Supply Chain) or SAP functional capabilities will be considered an advantage
• Understanding of SAP Industry/LoB and/or product offerings
• Understanding of ERP implementations and post-implementation value management
• Experience with large account management, account engagement design, and engagement orchestration
• Experience building and retaining strong customer relationships
• Fluency in English, any other language an asset. Fluency in the language of local markets desirable

Education
Bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university.

Location
Malaysia

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:

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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.

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

Requisition ID: | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: .