Value (Senior) Advisor (F/m/d)

**WE HELP THE WORLD RUN BETTER**

**ABOUT THE TEAM**

SAP’s Global Industry and Value Advisory (IVA), a key component of SAP’s Industries & Customer Advisory (ICA) group, is focused on supporting customers and SAP Industry and Value Advisors across our regions as they conduct collaborative value-based customer engagements.

The IVA team has been a competitive differentiator for SAP for almost two decades and continues to play a leading role in setting industry-leading value-selling practices in Tech. The Global IVA team is responsible for setting the North Star not only for Industry & Value Advisors but also for all teams involved in value-based engagements. Our team has diverse talent and leadership to produce best in class content, value-based tools, customer engagement methodology and enablement for the field, and provides support for strategic customer engagements to help articulate the business value customers can achieve with SAP innovations. We strive to achieve customer success and advance SAP’s strategic agenda across all lines of business spanning 25 industries.

**THE ROLE**

This position will report to the Global VP of ‘Innovation & Incubation Hub’ and is focused on three key areas:
**_
Strategy:_**
It is SAPs strategic priority to accelerate our cloud growth rate vs. overall market and to increase our cloud revenue by 3x. A key enabler of this ambition is our volume business that includes Small and Medium Businesses, High Growth Accounts, Net New / Greenfield areas, etc.

This requires an evolution in our go to market to widen our sphere of influence for customer engagements to successfully support the volume business at scale. Value Management Centers will support this critical requirement and the person in this role will be a trusted advisor to all VMC leaders across the globe.

In addition, they will liaise with the business leaders from the volume side to ensure cross-team alignment so that SAP can deliver as ONE TEAM. It will be a key target for this role to ensure that SAP successfully delivers on its mandate by excelling at the leading and lagging KPIs necessary to do so.

**_
Methodology:_**

Enhance our Vision to Value engagement methodology for Low-Touch and help craft it for No-Touch. Take this message beyond the IVA team and collaborate with functions like Demand Generation, Sales, Customer Success & Consulting to embed value into the way SAP goes to market. This also means extending this methodology through Partners and the Ecosystem and developing programs that will improve our coverage of such engagements at a high level of quality.

Methodologies are more than slides or structures on paper, they need practical tools, content, and examples to flourish. A key deliverable for this role will be to collaborate with Platform / Tools & Content teams to execute on the needs of the VMC as well as the extended partners of our V2V methodology. This role shall also support the execution of hiring according to our high standards, on-boarding programs, and IVA talent development, recognition, and retention practices.

**_
Innovation:_**

Innovation will be key to keeping our extended GTM fresh and relevant to our diverse customer base. Therefore, this role must:

- Identify key industry trends and changing industry dynamics to evolve SAP IVA consultative selling practices, ensure on-going relevance and continued IVA leadership position in key industries.
- Identify new services IVA can offer to support the customer journey with value and business transformation at the center. Pilot and scale those service efficiently and rollout based on pilot results.
- Work with regional and global stakeholders to ensure the successful roll out of new IVA programs at a Regional / Market Unit level.

**ROLE REQUIREMENTS**
- MBA degree or equivalent qualification, and experience with management consulting firms are highly desirable.
- Experience with or knowledge of Value Advisory type roles in SaaS firms or the SaaS ecosystem will be extremely useful
- Track record of top performance and continuously executing on best-in-class consulting or analytical engagements in investment banking, consulting, or similar.
- Hypothesis and data-driven mindset to make analytical decisions for the customer and the IVA field.
- Ability to lead cross-functional, global teams for successful project execution with ability to motivate and influence individuals beyond direct field of control.
- Ability to take complex topics and synthesize into clear, concise executive summaries. Support, develop and deliver presentations to senior customer and SAP leadership teams
- Ability to work in virtual set-ups with 10-20% travel requirements when travelling is safe.
- Excellent written oral, and presentation skills in English is mandatory

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