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  • Posted: Sep 3, 2021
    Deadline: Not specified
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  • As a market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile devices, SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SA...
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    Industry Value Advisor

    What we offer

    Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

     

    THE TEAM

    Our mission is to work with our sales and solution colleagues to help shape a Vision-to-Value proposition to help our customers envision their future and create an action plan for technology enabled transformation.

    Across our teams, we take responsibility for all elements of customer lifetime value, to deliver on outcomes, and build lasting relationships with our customers. 

    IVA delivers four main services:

    • Industry Demand Generation: raise the awareness of SAP’s industry capabilities, create sales plays, and partner with sales and solution colleagues to develop SAP’s strategic accounts.

    • Vision-to-Value: engage collaboratively with selected customers and with our knowledge of the industry, discover business goals and challenges and shape an inspiring customer vision that can be enabled by an SAP-supported roadmap to deliver tangible business outcomes  

    • Executive Value Proposals:  co-create a coherent story of how the customer’s goals are best supported by SAP’s unique value proposition to support investment decision in SAP’s solutions.

    • Value Realisation Validation:  for selected customers; assess and document the business (KPI) improvement, the critical success factors, and value enabled by the SAP-based transformation. 

    THE ROLE

    We are looking for an Industry Value Advisor to join our Southern Africa team, specialising in Consumer Industries (Retail, Consumer Products, Life Sciences, Wholesale Distribution, AgriBusiness), with the following main areas of responsibility:

    1. Making Industry Markets and Generating Demand 

    Market analysis, strategy and industry thought leadership

    • Analyse the industry’s potential and help craft a go-to-market approach to build high-quality pipeline.

    • Develop SAP's industry brand through thought leadership on social and traditional media, content creation, and presenting at industry events.

    • Build and maintain a customer network. 

    Strategic Account Business Development:

    • Partner with field sales teams to identify revenue opportunities and lead account strategies.

    • Align with customer C-level executives to uncover business challenges that can be solved by SAP.

    • Ensure important customer goals and KPIs remain in focus in sales engagements.

     

    1. Executing Vision-to-Value Engagements with Priority Customers

    • Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.

    • Lead design thinking workshops to explore new business models and develop future vision.

    • Use techniques such as interviews and process benchmarking to discover value opportunities.   

    • Work with solution colleagues to ensure our solution capabilities are connected to value drivers.

    • Identify, calculate, and validate the value potential and ROI of SAP-enabled transformation. 

    1. Co-creating Executive Value Proposals

    • Work with the account team to ensure compelling industry and value messages are conveyed in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos etc.

    • Assist customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software. 

    1.  Validating Value Realisation

    • Monitor the progress selected customers are making in their SAP-enabled transformations.

    • Through customer interviews and assessments, document the value realised for reference purposes. 

    The requirements of the role are similar in many ways to Management Consulting, however with significantly less travel and more multi-tasking on multiple customer engagements in different stages.  The successful candidate must be comfortable in a fast-paced, results oriented work environment and be able to develop new expertise in different industries, lines-of-business, and solution areas as required.   

    JOB SPECIFIC COMPETENCIES AND SKILLS

    We are looking for a highly motivated, energetic and curious individual who has: 

    • A pro-active, flexible and can-do attitude

      • Willing to take either a leading or supporting role, depending on context and team composition.

      • Builds trust with colleagues and customers by delivering high quality results rapidly and reliably.

      • Bridges knowledge gaps by actively networking and seeking out information. 

    • An aptitude for industry-based, consultative selling

      • Combines an understanding of industry dynamics, customer strategy and business models to identify and articulate value opportunities.

      • Masters techniques such as workshop facilitation, issue analysis, benchmarking and cost-benefit/ROI analysis to develop clear, well supported recommendations in written documents.

      • Delivers crisp presentations to small and large audiences and deals efficiently with objections.

     

    • Executive and sales awareness

      • Able to shape interventions and communications appropriately with an awareness of the dynamics and incentives of our sales executives and customers.

      • Actively position our services by pro-actively identifying situations where IVA can add value, both internally with account teams and externally with customers.

      • Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited. 

    EXPERIENCE

    10+ years in roles such as  

    • Strategy, business, or technology consulting.

    • Business development or value advisory for software or cloud services.

    • Strategy setting, transformation or P&L leadership in Consumer Industries (Retail, Consumer Products, Life Sciences) related areas. 

    EDUCATION AND QUALIFICATIONS

    • Bachelor degree (or equivalent) required, MBA or equivalent from accredited university preferred.

    • Fluency in spoken and written English

    • Excellent report (PPT, Word) authoring skills using the pyramid principle and with attention to detail.

    • Strong group management and facilitation skills; design thinking or similar methods a strong plus.

    Method of Application

    Interested and qualified? Go to SAP on jobs.sap.com to apply

    Note: Never pay for any training, certificate, assessment, or testing to the recruiter.

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