Industry Advisor Expert (Insurance Industry) Job - 2015

Requisition ID:

42214
Work Area: Sales
Expected Travel: 0 – 40%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF
Recruiter Name: Mariana Tomiyoshi

COMPANY

DESCRIPTION

As market leader in enterprise

application software, SAP helps companies of all sizes and

industries innovate through simplification. From the back

office to the boardroom, warehouse to storefront, on premise to

cloud, desktop to mobile device – SAP empowers people and

organizations to work together more efficiently and use

business insight more effectively to stay ahead of the

competition. SAP applications and services enable customers to

operate profitably, adapt continuously, and grow

sustainably.

PURPOSE AND

OBJECTIVES

Value Advisor Experts provide

expert consultation on value selling and implementation process

which includes the development of business cases with

quantified monetary benefits that help create a value-based

strategy for technology sale and deployment. Support customers

and prospects in areas of IT strategy and business enablement

and develop strategy enablement plans with clear TCO and ROI.

Partner with field sales to create revenue growth opportunities

and improve the win rate versus competitors. Contribute to and

leverage a repository of key performance indicators, business

benefits and benchmarks to develop comprehensive sales value-

based selling programs. Ensure value creation process in

integrated in industry and solution go to market planning

process, demand generation/ sales play programs. Provide

insight and thought leadership into the development of scale

initiatives which elevate SAP’s leadership position.

Responsible for delivery of outcomes. Represent SAP externally

and internally on value creation subject matters.

Area 1: Enable the virtual account

team to expand profitable revenue opportunities by leveraging a

variety of value-based selling approaches, methods and tools to

deliver comprehensive value propositions and business cases in

collaboration with customers and prospects including the

following elements:

# Pain points, solution enablers,

and best practices

# Potential benefits

# ROI & TCO analysis

# Implementation Timelines

# Risk Mgt procedures

# Change Mgt Implications

# Transformational

strategies

Area 2: Articulate value as a

natural component of the sales process with the sales teams on

a by industry basis. Conduct strategy enablement visioning

workshops. Enable customers for Value Management through

educating them on discovery, realization, and optimization.

Actively solicit participation, execute, and follow-up Value

Academy sessions with prospects/customers/partners. Design

customer engagement and select team members.

Oversee engagement delivery and

provide quality assurance. Recommend scope and project set-up

to ensure on time, on quality delivery of customer solutions.

Act as trusted advisor for customers.

Area 3: Regularly benchmark SAP

customers for best practices and value achieved. Develop,

refine, and leverage standardized innovative approaches, tools,

methodologies, industry/Lob-specific content used in VE

engagements, etc.

EXPECTATIONS AND

TASKS

Presentation skills: Deliver

clear, convincing and well-organized presentations. Project

credibility even in highly visible and/or adversarial

situations.

Consultative selling

Executives Communication

Knowledge Transfer

Methodology

Relationship & Trust Building;

internal and external customers;

Financial Acumen: Understanding

the role of profitability, cash flow, risk, and cost drivers in

creating firm value will be emphasized. Understands how the

non-financial manager can utilize financial information through

a teamwork approach to decision making.

Understands the role of cost

drivers and strategic cost analysis in a value based management

system.

Analytic Capabilities

Sales Industry Knowledge

EDUCATION AND

QUALIFICATIONS / SKILLS AND COMPETENCIES

Bachelor’s degree (or equivalent)

required, MBA or equivalent degree required from accredited

university preferred

WORK

EXPERIENCE

- 12+ years of professional

experience in Sales / Consulting / Industry Solutions

experience including min 4 years of management consulting

experience with leading international firm or 5+ years of VE

experience.

- Experience in diverse technology

landscape and process/technology integration issues

- Experience with IT / business

alignment issues.

- Experience in driving

disciplined account engagements

- Experience with executive

interview techniques

- Experience in design and

facilitation of executive workshops aligning diverse

perspectives and expectations. Executive presence

- Experience with large account

management

- Experience in developing

deployment project plans and long term IT Roadmaps ( Value

Architect required)

- SAP Industry and/or product line

business development. Experience building and retaining

strong customer

relationships

- Experience leading

engagements

- Experience with business case

creation, analysis, and research.

- Advanced knowledge of value

selling methodology. & processes, opportunities, value

chain and ecosystem analyses experience.

- Customer facing

experience.

- Fluency in English, any other

language an asset. Fluency in the language of local markets

desirable.

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 interested in applying for employment

with SAP and 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 HR Direct (Americas:

"mailto:hrdirectamericas@sap.com">hrdirectamericas@sap.com,

APJ:
"mailto:hrdirectapj@sap.com">hrdirectapj@sap.com, EMEA:
careers@sap.com). Requests

for reasonable accommodation will be considered on a

case-by-case basis.

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