Job Title: Industry Value Engineer Advisor
Employer: SAP
LOCATION: Any Location, Nigeria
WORK AREA: Consulting
EXPECTED TRAVEL: 0% – 20%
CAREER STATUS: Professional
EMPLOYMENT TYPE: Regular Full Time
REFERENCE CODE: NG-57457651-EN-13-002
Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.
PURPOSE AND OBJECTIVES:
• Industry Value Engineering (IVE) Advisors provide industry thought leadership, strategic solution advisory, and expert consultation on value management to support customer co-innovation, enterprise transformation, and business process performance improvement programs.
• Support customers and prospects by assessing strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value.
• Partner with field sales teams to identify revenue opportunities, create account strategies, and execute sales plays.
• In focused industry segments, responsible for demand generation, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP's leadership position in an industry segment within a specific region / Market Unit.
• Coordinate strategic account planning sessions, facilitate customer visioning workshops, and lead delivery of value focused engagements.
• Contribute to practice development through thought leadership content, business benchmarking and best practice assessments, and customer success studies. Ensure value messaging is integrated into industry and solution go-to-market planning processes, demand generation/business development campaigns, and other SAP / partner marketing programs.
• Represent SAP externally and internally on a local level on industry sector, innovation and value management related topics.
EXPECTATIONS AND TASKS:
Area 1: Identification, development, and execution of targeted sales opportunities; act as key expert in SAP's industry solutions portfolio and serve as a primary conduit between the Global and Regional IBS and field sales organizations to oversee, influence and track the execution of key field sales priorities.
Area 2:
Enable the virtual account team to expand profitable revenue opportunities by leveraging a variety of value-based selling approaches to deliver comprehensive business improvement strategies, value based roadmaps, and business cases including the following elements:
-Market trends, competitive positioning and capabilities required for differentiation
-Business strategy imperatives, process designs , benchmarks and best practices
-Potential benefits / economic value proposition
-Business Case / ROI and TCO analysis
-Potential risks and mitigation strategies – governance and change management implications Enable customer adoption of Value Management best practices including discovery, realization, and optimization processes.
Area 3:
• Assume a leadership role in devising solutions strategies in targeted sales cycles; drive industry credibility to influence the markets opinion of SAP's solutions offerings.
• Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling.
• Articulate value potential enabled by SAP solutions / technologies by industry and Line of Business area.
• Conduct customer visioning workshops leveraging Design Thinking techniques to identify new technology applications and map a course of action.
• Act as trusted advisor for customers; role model SAP's values.
Area 4: – Provide standardized approaches for value based sales activities on focus industries / solutions. – Enable the field sales and support roll–out of new training; conduct in class training for specific industries and contribute to e-learning content. – Provide on demand access for industry specific expertise.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
Bachelor's degree (or equivalent) required
MBA or equivalent degree required from accredited university preferred
SAP product experience a plus
Fluency in English, any other language an asset.
WORK EXPERIENCE: 10+ years of professional experience in consulting, business development or strategic sales support with extensive industry expertise or experience with large software/IT organization with a demonstrated expertise of at least on industry / solution segment.
Proven record of experience with:
• Various innovation techniques (e.g. design thinking) and facilitation of customer visioning sessions
• Industry / market analysis and in-depth company research
• Developing and driving disciplined account planning and engagements
• Advanced knowledge of value selling methodologies, processes, and tools
• Developing value based roadmaps enabled by technology solutions
• Executive communications – setting expectations, interviews, presenting findings & recommendations
• Capable of building and leveraging large network to build pipeline and deliver revenue growth
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