Solution Advisor Senior Specialist

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 Customer Advisory Senior Specialist possesses advanced level of knowledge of SAP Cloud solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy.

A Customer Advisory Senior Specialist interacts with prospective customers through executive meetings & presentations, discovery conversations, solution demonstrations, and follow-up discussions. The Primary role of Customer Advisory Senior Specialist during an active sales cycle is to gain acceptance from the customer that SAP Cloud solutions like SAP Business Suite, SAP Cloud ERP, SAP Business Data Cloud and AI can solve customer’s problem and are the right choice over the other competitive offerings. During these cycles they often take on the role of Trusted advisors which support customers during their transition to Cloud journey. In addition to deal support, a Customer Advisory Senior Specialist collaborates with Sales, Industry & Solution and Digital SAP teams to plan and execute business development strategy as well.

Deal Support :

• Compose and deliver superior sales presentations covering SAP and partner Cloud solutions to prospective customer audiences. The presentations must articulate SAP Cloud strategy, the sales message, differentiate SAP (through positioning of SAP Business Suite, SAP Cloud ERP, SAP Business Data Cloud and AI offering), and leave a strong and positive impression to audiences which 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.
• In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
• Demonstrate deep knowledge of SAP Cloud solutions like SAP Business Suite, SAP Cloud ERP, SAP Business Data Cloud and AI and appropriate industries in order to maintain credibility with prospective customers.
• Provide proof points with relevant customer stories.
• Support RFx completion in support of customer proposals.
• Ability to effectively present to customers “remotely” using virtual technologies.
• Provide limited post-sale support to key customers primarily to the project / implementation team to ensure a smooth transition and upsell potential in the future.
• Able to act as a Customer Advisory Lead and / or Architect when deals require complex solutions and require multiple experts participation in order to support a successful customer presentation or demo.
• Effectively leverage support teams who are there to support presales success. (Global / Regional Solution & Industry Specialists, CoE, Value Advisors, Solution HuBs, Deal Advisors, Solution Experience, Product Management).
• Collaborate with Partners, SAP Digital Advisory and Digital Demand teams in order to secure appropriate customer support and scaling through Next Level Adoption & Consumption (NLAC) model

Demand Generation

Sales Readiness

WORK EXPERIENCE

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.