Solution Advisor Expert

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

**Role Description**

The **Solution Advisory Expert** possesses advanced/expert level knowledge of SAP solutions for procurement (Insights-to-Strategy, Source-to-Contract, Purchase to Pay processes for Direct Material, Indirect Material & Services) and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.

A Solution Advisory Expert interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, tender procedures, executive presentations, and follow-up discussions. The primary objective during an active sales cycle is to gain acceptance from the customer that SAP procurement solutions can solve the customer’s challenges and are the right choice over competitive offerings. During these cycles, a Solution Advisory Expert takes on the role of a Solution Captain.

In addition to deal support, he/she collaborates with other sales teams to plan and execute business development strategies, as well as supporting post-sales activities to ensure customer implementation and adoption.

**Expectations and tasks**

**Deal support**
- Engage customers early in the sales cylcle, conduct discovery sessions with representatives from the prospective customer to build relationships with the customer and understand their unique needs. Advise account teams on opportunities based on success probabilities and strategic account positions.
- Compose and deliver superior sales presentations covering SAP and partner procurement software solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP, and leave a strong and positive impression to audiences that can include senior company executives.
- Prepare and deliver value-based software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing, and compelling customer presentation, illustrating differentiated business outcomes.
- Demonstrate deep knowledge of SAP solutions and appropriate industries to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
- Translate complex business scenarios into answers for our customers.
- Support RFx completion and customer proposals.
- Have the ability to effectively present to customers remotely using virtual technologies.
- Provide post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition and prepare quick implementation and adoption by the customer.
- Actively participate in the preparation and execution of quarterly business reviews and innovation days for existing customers to drive expansion of the current licensed solutions by additional products in line with the account plan.
- Maximize customer value and ensure high renewal rates.
- Have the ability to act as a “leading solution captain” in case the deal requires complex solutions and multiple solution advisory contributors to support a successful customer presentation or demo. Formulate clear project plans including milestones and timeline, communicate messages relevant for project in a timely manner and with constructive feedback. Orchestrate collaboration between team members.
- Effectively leverage support teams to ensure success. (Global / Regional Solution Specialists, Value Engineers, Solution Hubs, Deal Advisors, Solution Experience, Product Management).

**Demand generation**
- Support one-to-many sales and marketing events, both on-site and remotely.
- Lead and support Design Thinking workshops to promote new and innovative solutions for customers and prospects.
- Collaborate with the sales team to identify whitespace opportunities at accounts.

**Sales Readiness**
- Develop close relationships with sales and customer success teams to promote effective sales methodologies.
- Participate in demo system design and planning, assist in configuration if needed. Participate in new product release input and testing as well as training and enablement of peers.
- Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed.
- Support developing the finance and spend management Solution Advisory organization, following global guidance.
- Maintain a high-level knowledge of SAP’s procurement solution s