Senior Value Advisor

Overview

SAP Kuala Lumpur, Federal Territory of Kuala Lumpur, Malaysia. The Senior Value Advisor role at SAP is based in Malaysia.

We help the world run better. At SAP, we enable you to bring out your best. Our culture emphasizes collaboration, flexibility, learning and development, recognition of individual contributions, and a range of benefit options.

Responsibilities

• Provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
• Articulate strategic priorities and qualified addressable market opportunities.
• Leverage strategic partnerships with key decision-makers internally and in partner and customer organizations.
• Adopt a buying centre focus to articulate and communicate relevant business value narrative to key customer decision makers (e.g. CFO, CHRO, CPO, COO, CIO etc.).
• Represent SAP externally on value management vision and strategic subject matters. Viewed as an emerging thought leader in their core area of specialization.
• Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value.
• Lead and develop the creation of customer-centric executive positioning / points of view to excite customers to collaborate with SAP.
• Collaborate with Virtual Account Team to deliver an executive pitch reflecting value proposition for industry / function and knowledge of SAP portfolio to deliver revenue for LOB or Industries.
• Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during the customer journey.
• Act as a trusted strategic advisor to nurture customer executive relationships (e.g. CFO, CIO, CHRO).
• Lead and orchestrate structured engagements and navigate a matrix organization.
• Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
• Use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities.
• Identify, calculate and validate the value potential and ROI (and other metrics that matter to the customer) of SAP-enabled transformation.
• Embed experience thinking into all collaborative customer discussions.
• Engage with sponsors to continually make the case for change.
• Work with account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View (PoV), Product Demos.
• Deliver presentations to small and large audiences (e.g. CXOs, Department Heads, SAP Users) and deal effectively with objections.
• Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on the understanding of implementation dynamics.
• Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations — Insight / Practice Development for LOB or Industry / Industries.
• Lead the buildout and / or curation of value proposition content aligned with end-to-end processes (i.e. Lead to Cash, Record to Report, Source to Pay, Hire to Retire) and key personas across functions (e.g. Customer Experience for Sales, Service, Marketing, Human Resources, Intelligent Spend Management, CFO, CHRO, Head of Supply Chain, CIO). Value proposition content includes PoV templates, business case templates, value models.
• Engage in practice development projects showcasing industry expertise based on customer engagements and / or other field experience.
• Share insights / thought leadership across all relevant channels including social channels.
• Nurture and deliver customer reference stories that showcase actual proof points / value creation.
• Participate in enablement programs, community of practices, and / or Hubs to share knowledge.

Qualifications

Education

Bachelor's degree (or equivalent) required; MBA or equivalent degree required from an accredited university.

Location

Malaysia

Inclusion and Equal Opportunity

We are an equal opportunity workplace and an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please email Recruiting Operations Team :

EOE AA M / F / Vet / Disability. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates might be required to undergo a background verification with an external vendor.

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