Requisition ID: 226675
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time

COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

INDUSTRY VALUE ADVISORY (IVA)

SAP IVA plays a critical role in SAP’s growth and execution strategy. SAP’s vision for tomorrow’s business world is the intelligent enterprise. We want you to bring yourself, your drive, your knowledge and your skills to inspire our clients in their digital transformation journey towards the intelligent enterprise.

Industry Value Advisors provide industry thought leadership, strategic solution advisory, and expert consultation on value management to support customer co-innovation, enterprise transformation, and business process performance improvement programs. We support customers and prospects by assessing strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value.

IVA delivers four main services:

• Make Industry Markets and Generate Demand: raise the awareness of SAP’s industry capabilities, reach key stakeholders and business area owners with a specific proposition
• Vision-to-Value: engage collaboratively with selected customers discover business goals and challenges, shape an inspiring future vision that can be enabled by an SAP-supported roadmap delivering tangible business outcomes for the customer.
• Co-create Executive Value Proposals:  advance customer investment decision making by creating a coherent story of how the customer’s goals are best supported by SAP’s unique value proposition. This also includes a hard number based business case enabled by the proposed roadmap.
• Validate Value Realization:  for selected customers, assess and document the business (KPI) improvement, the critical success factors, and value enabled by the SAP-based transformation.

Given the dynamics of our enterprise software sales environment we are often called upon to execute our services at short notice and under time pressure within complex customer contexts and sales cycles.

JOB SPECIFIC COMPETENCIES & 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, 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
• Sound knowledge of SAP’s strategy, solution portfolio, and competitive position, as well as technology in general, to link the transformational impact of SAP’s Intelligent Enterprise.
• Ability to plan, manage, orchestrate structured engagements and navigate a matrix organization
• Facilitate workshops, issue analysis, benchmarking and cost-benefit/ROI analysis to develop clear, well supported recommendations in written documents
• Deliver crisp presentations to small and large audiences and dealing elegantly with objections.
• Prior industry experience within eg. public sector, forest and mill products etc. will be an advantage

Executive and sales awareness

• Aware of dynamics and incentives of our customer and sales executives and able to shape interventions and communications appropriately
• Pro-actively identifies situations where IVA can add value, both internally with account teams, and externally with customers, and actively positions our services.
• Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited
• The requirements of the role are similar in many ways to Management Consulting with more multi-tasking on multiple customer engagements in different stages. The successful candidate should comfortable in a fast-paced, results oriented, work environment and be able to develop new expertise in different industries/lines-of-business with strong listening skills.

EXPERIENCE

10 years or so in roles such as:  

• Strategy or business and/or technology consulting
• Business development or Value advisory for software or cloud services,
• Strategy setting or P/L leadership in eg. public sector, forest and mill products is an advantage

EDUCATION & QUALIFICATIONS

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

Fluency in spoken and written English, Finnish and/or a Nordic language would be a plus

Excellent report 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

WHAT YOU GET FROM US

Flexible work environment.

Equal opportunity employer.

Lifelong learning -> learning never stops.

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations: