Job ref no.: CT3119362-01#1640

Value Advisor Expert Job

SAP

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.

Job Duties:


Area one: Value Advisor Experts (Engineer): provide expert consultation on value selling and implementation process which includes the development of business cases with quantified monetary benefits that help create a value-based strategy for technology sale and deployment.


  • Customer Engagement: Develop value based strategies and business cases with quantified monetary benefits for sale and deployment; Apply value- selling methods, benchmarks and tools to deliver comprehensive value propositions and business content with clear ROI/TCO and reflect industry ( CEO top priorities for industry/LoB specific solutions.
  • Thought Leadership: Develop and standardize content and thought leadership around critical components of the SAP solution portfolio. These assets include but are not limited to value propositions, competitive position in, industry best practices, references and ROI calculators, etc. .
  • Field Enablement: Develop strategic internal relationships with sales and other key SAP leaders, and enable internal teams via training, by providing Expert on Demand Access to specific value – based expertise on client engagements, field engagement, content value chain and joint Business planning.
  • Trusted Advisor: Create strong, value – centric customer relationships that drive Value Realization through the customer lifecycle, via steering committees, Value Academies, VR RDS and BTS alignment.
  • Efficiency/Scale: Drive productivity of field, VE and VAT through tools, content, solutions and knowledge transfer methods such as communities of practice, value networks, and value academies. Develop, refine and adopt standardized innovative selling methods, tools and industry/LOB specific content for use in customer engagements and DG efforts.


Area two: Value Advisor Exert ( Architect)


  • Customer Engagement: Define and deliver high value solutions. Plan and lead customer activities to define complete solutions that address customer needs across the SAP portfolio or products, solutions and platforms. Orchestrate and manage SAP resources across the areas of expertise to deliver a consistent and effective implementation roadmap. Translate solution needs into a compelling investment strategy.
  • Thought Leadership: Translate customer business strategies into seamless solution offerings. Identify trends and best practices that support the adoption of SAP’s products and services. Provide customers with a strategic perspective on leveraging technology innovation to enhance their business performance. Drive innovate and own all aspects of Value Road mapping.
  • Field Enablement: Develop and package sales strategies and engagement best practices that provide SAP differentiation and excite the customer. Provide training, content and tools to allow rapid assimilation and large scale field use.
  • Trusted Advisor: Work with customers in advisory role that dries trust and respect through broad knowledge of SAP’s strategies, solution portfolios and delivery best practices.


Requirement:


Overall Requirements

  • 10+ years of combined professional experience in Sales / Consulting / Industry solutions experience including minimum 2 years of management consulting experience with leading international firm or 2+ years of VE experience at a reputable software vendor. Leading a pre-sales organization also desirable. Natural revenue enabler.
  • Experience in technology landscape (OnPrem & Cloud) and process/technology integration issues between platforms
  • Experience with IT / business alignment issues clearly defining 2-way solution consulting approaches
  • Open-mindedness to try creative & alternative approaches not searchable on google.
  • Self-Starter, quick-learner, willingness to go into the details to understand full cycle.


Account Engagement Design and Facilitation Requirements

  • Experience with executive interview techniques, public speaking, leading round tables & evangelism.
  • Experience in design and facilitation of executive workshops ( i.e. Design Thinking ) aligning diverse perspectives and expectations. Executive presence, Customer Trust.
  • Expertise in multiple industries (HK Government / Public Services is a plus). Desire to learn the relevant industry preference relevant for the Market Unit in Hong Kong
  • Experience with large account management/exploration, or growing key accounts into strategic customers (“Customer for Life")
  • Experience in developing deployment project plans and long term IT Roadmaps ( Value Architect Required )
  • Industry and/or product line business development ( Procurement, HR, Analytics, CX, IOT ). Experience building and retaining strong customer relationships which results in proven sales execution.
  • Experience leading engagements, including alignment of proper resources, storyline, sales pitch & ROI calculation
  • Experience with business case creation, analysis, & research into the client’s financial stability and ability to purchase
  • Advanced knowledge of value selling methodology & processes, opportunities, value chain and ecosystem analyses experience.
  • Fluency in English & local language markets desirable.
  • Bachelor’s degree (or equivalent) required – Engineering, Computer Science, Actuarial Science, Advanced Math
  • MBA or Masters in Mathematical Finance, Optimization, Neural Networks & Game Theory


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WHAT YOU GET FROM US

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