Value Senior Advisor | Chemicals Job Otro

de Confidencial en Estado de Mexico
Publicado el 07-10-2016 en Otros

Requisition ID: #
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time

As market leader in enterprise application software, SAP helps companies of
all sizes and industries innovate through simplification. From the back office
to the boardroom, warehouse to storefront, on premise to cloud, desktop to
mobile device – SAP empowers people and organizations to work together more
efficiently and use business insight more effectively to stay ahead of the
competition. SAP applications and services enable customers to operate
profitably, adapt continuously, and grow sustainably.
Value Senior Advisors consult 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. Support customers and prospects in areas of IT strategy and
business enablement and develop strategy enablement plans with clear TCO and
ROI. Coach virtual team on value selling. Partner with field sales to create
revenue growth opportunities and improve the win rate versus competitors.
Contribute to and leverage a repository of key performance indicators,
business benefits and benchmarks to develop comprehensive sales value- based
selling programs. Adopt and execute scale initiatives which elevate SAP’s
leadership position. Responsible for delivery of outcomes.
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.
Ensure value creation process in integrated in industry and solution go to
market planning process, demand generation/ sales play programs. Conduct
strategy enablement visioning workshops. Enable customers for Value Management
through educating them on discovery, realization, and optimization. Actively
solicit participation, execute, and follow-up Value Academy sessions with
prospects/customers/partners. Provide quality assurance. Recommend scope and
project set-up to ensure on time, on quality delivery of customer solutions.
Act as trusted advisor for customers.
Influence and implement value creations strategies and methods in targeted
sales cycles. Regularly benchmark SAP customers for best practices and value
achieved. Refine and leverage standardized innovative approaches, tools,
methodologies, industry-Lob specific content used in VE engagements, etc.
Adopt standardized approaches for value based sales activities on focus
solutions/Lob.  Enable the field and support field training; contribute to
e-learning content. Provide on demand access for value specific expertise;
engage with customers on a case by case basis.
7-10 years of professional experience including min 5 years of management
consulting experience with leading international firm  or 3 + years of VE
experience.  Prior experience with software/IT organizations and with a
demonstrated proficiency of at least one industry or solution segment (
through Solution Management, Sales, Presales, Consulting or Business
Development roles).  SAP product experience and/or years prior relevant
solutions/lob experience.    C- Level messaging and influencing experience.
Advanced understanding of value based selling.  Coaching and change management
skills.  Leadership experience in virtual, cross- functional teams. Customer
facing experience. Fluency in English, any other language an asset.  Fluency
in the language of local markets desirable.
Bachelor’s degree (or equivalent) required, MBA or equivalent degree required
from accredited university preferred
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.
SAP is committed to the principles of Equal Employment Opportunity and to
providing reasonable 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 (Americas: Careers.NorthAmericasap or
Careers.LatinAmericasap, APJ: Careers.APJsap, EMEA: Careerssap). Requests for
reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection

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