Job Title: Industry Value Senior Advisor – FSI
Employer: SAP Nigeria
LOCATION: Any Location, Nigeria
WORK AREA: Consulting
EXPECTED TRAVEL: 0% – 40%
CAREER STATUS: Professional
EMPLOYMENT TYPE: Regular Full Time
REFERENCE CODE: NG-57955415-EN-13-002
PURPOSE AND OBJECTIVES:
• Consult on IVE selling and provide sales cycle support on IVE specific solutions.
• Help devise pipeline build strategies and scale initiatives resulting in increased pipeline, revenue, and elevation of SAP's leadership position in a regional or industry segment.
• Participate in customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental value.
• Contribute to and leverage a repository of key performance indicators, business benefits and benchmarks to develop comprehensive sales selling programs. Adopt and execute scale initiatives which elevate SAP's leadership position. Responsible for delivery of outcomes.
Area 1: Development 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 field sales priorities.
Area 2: Contribute to high-quality business plans which clearly articulate our IVE strategy, GTM activities and key execution steps. Ensure IVE process is integrated in go to market planning process, demand generation/ sales play programs. Conduct strategy enablement visioning workshops. Educate customers on discovery, realization, and optimization. Actively solicit participation, execute, and follow-up on 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.
Area 3. Influence and implement IVE strategies in targeted sales cycles. Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling. Regularly benchmark SAP customers for best practices and value achieved. Refine and leverage standardized innovative approaches, tools, methodologies, industry-Lob specific content used in IVE engagements, etc.
EXPECTATIONS AND TASKS
• Leadership: Employ appropriate influence tactics to build commitment and support, sustain stakeholder relationships and positively impact the business. Assert ideas and persuades others; mobilizes people to action. Act as a catalyst for change and continuous improvement.
• Sales Industry Knowledge: Has a thorough knowledge of the industry's history, customers, and competitive environment and knows what it takes to be successful
• Executive Presence: Deliver clear, convincing and well-organized presentations. Project credibility even in highly visible and/or adversarial situations
• Business Development : consultative sales, SAP large deal experience, executive relationships
• Knowledge Management: Engagement Management and Execution: managing customers, self and others and quality control, interviewing, data gathering, financial modeling, business problem solving & strategy
• Organizational Development: practice development, internal initiatives, people development/coaching, IVA DNA and scalability
• Financial Acumen: Understanding the role of profitability, cash flow, risk, and cost drivers in creating firm value will be emphasized. Understands how the non-financial manager can utilize financial information through a teamwork approach to decision making. Understands the role of cost drivers and strategic cost analysis in a value based management system
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred.
Quantitative Competencies:
• Revenue Enabled ~ €/$ of license and service revenue (actual) against targets.
• Pipeline Growth ~ Pipeline actual against x pipeline multiple target.
• Customer Satisfaction. Number of deals impacted.
Qualitative Competencies:
• Community of Practice/Value Network Contribution ~ Methodology definition, adoption, innovation, content development, benchmarking, execution. Value Expert Contribution ~ Client Engagement, Field Enablement, GTM/business development planning. Industry and solutions alignment, Value Academy scale, execution.
• Deliver clear, convincing and well-organized presentations. Project credibility even in highly visible and/or adversarial situations.
• Dealing with internal and external customers; has a thorough knowledge of the industry's history, customers, and competitive environment and knows what it takes to be successful.
• Understanding the role of profitability, cash flow, risk, and cost drivers in creating firm value will be emphasized.
• Understands how the non-financial manager can utilize financial information through a teamwork approach to decision making.
• Understands the role of cost drivers and strategic cost analysis in a value based management system.
WORK EXPERIENCE:
• 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 (e.g. 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
Apply to this job (http://www.jobrib.com/job/28137/industry-value-senior-advisor-fsi-job-at-sap-nigeria/)