SAP
Job Description:
The HXM Services Solution Advisor (SSA) proactively positions SAP Services in specific focus areas through value added skills & competencies and provides as subject matter expert the topic authority along the whole sales cycle. They are also the topic evangelist for selected strategic SAP solutions and serve as go-to-person on how to design and position a successful customer adoption. Aligned to the LACE approach (Land, Adopt, Consume, Expand), the SSA drives strategic solution-specific initiatives and positions SAP Services in alignment with SAP Account Management into existing and new accounts in a use case-based approach, combining latest technology and industry competence (Land & Expand). They are accountable and responsible to ensure business growth in dedicated solution areas by providing clear guidance on the best project and solution approach for the customer, therefor have a clear assignment to focus areas / portfolio areas SAP Services wants to growth with.
Job Responsibilities:
- Defines and validates the engagement roadmap with the customer in terms of their assigned strategic solution portfolio, in close alignment with the SAP Account Management
- In close alignment with SAP Account Management, the SSA has the clear target to win customers in focus areas and convince them that SAP Services can address their challenges through specialized best
- Designs and drive demand generation activities, leveraging all relevant channels: events, campaigns, social media, cold calls
- Generates and qualifies opportunities within prospects and existing customers
- Ensures that innovation potential and roadmap is considered including high-level delivery plan with corresponding delivery units
- Co-develops and co-owns strategy / plan how to position and sell selected services solution(s) in the territory / MU / Industry / geography to drive incremental bookings and revenue
- Provides expertise and guidance on the overall solution approach to the SAP Account Management: finding the right combination: partner, product, solution, services, commercial offering
- Topic Authority: provides special knowledge, guidance and valuable expertise in focused SAP solutions and corresponding implementation approaches within the whole sales cycle
- Provides sales cycle support on solution-specific implementations, primarily during the ‘Land’ and ‘Expand’ phase of the customer lifecycle
- Acts as Trusted Solution Advisor / ‘Topic Captain’ in the Sales Cycle with a clear topic authority for professional positioning of strategic solution
- Drives the definition and execution of a value-based innovation roadmap due to their thought leadership and functional expertise
- Active contribution and guidance in contract negotiations when it comes to solution dependencies, e.g. how new technologies or new innovations impact the commercial approach with deep SAP Services-specific solution know-how
- Evangelizes the market on selected services solution(s)
- Accountable for bookings and revenue targets for focused and assigned services portfolio
Job Requirements:
Qualification & Experience:
- Architecture knowledge
- Programming languages and concepts are an advantage
- Functional expertise in at least 3 strategic topic areas like Analytics, IoT, Machine Learning, Blockchain, Big Data, Customer Experience, Experience Management
- Demonstrable track record of value selling and solution selling experience
- Experiences in delivering / implementing solutions in new areas
- Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
- Proven track record in business application software and/or services sales within large, key accounts
- 5+ years of deep industry/domain expertise
- A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
Job Details:
Company: SAP
Vacancy Type: Full Time
Job Location: London, GB
Application Deadline: N/A
