Services Solution Advisor Expert

SAP • Edgmont Township, PA

6d • $194,100 - $411,600 • Hybrid

About The Position

The Services Solution Advisor Expert is a go-to expert, spokesperson, and evangelist for SAP Success Plans with a geographical or industry scope. This customer-facing role proactively promotes and strategically positions a selected portfolio of solutions to drive incremental selling of Success Plan services. The role is responsible for the end-to-end solution, from pipeline growth to bookings and revenue of SAP Success Plans. This includes designing and driving market development, creating content for solution/industry-based training, and developing references for additional market penetration.

Requirements

• Functional expertise in at least 3 strategic topic areas like Analytics, IoT, Machine Learning, Blockchain, Big Data, Customer Experience, Experience Management
• Experiences in delivering / implementing solutions in new areas
• Architecture knowledge
• Programming languages and concepts are an advantage
• Demonstrable track record of value selling and solution selling experience
• Proven track record in business application software and/or services sales within large, key accounts
• Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
• A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
• 5+ years of deep industry/domain expertise
• Overall SAP Corporate Strategy and SAP Product Strategy Knowledge
• Strong knowledge of key SAP service offerings
• SAP Product Portfolio (in related Practice Area)
• Industry Solutions (in related Practice area)
• SAP Product Roadmaps (in related Practice area)
• SAP Project Methodologies
• Knowledge of SAPs Partners, Competitors and the regional IT Industry
• Effective collaboration & management of the SAP partner ecosystem as relative to the assigned incl. joint deals/business development) account(s)
• Experience with complex Multinational Customers
• Experience working in other countries and regions is desirable
• Bachelor or Master's Degree (MBA would be advantageous)
• Relevant SAP offering curriculum and onboarding programs (for focus / practice area)
• Product Training and Associate Certification (for focus / practice area)
• Expert trainings based on Functional area(s) of development ( (for focus / practice area)

Nice To Haves

• MBA would be advantageous

Responsibilities

• Activities span from business development, hunting of opportunities across a given Industry or geography, positioning value and financial business case to driving & closing sales cycles for selected solutions with existing and new customers.
• Develop and own strategy/plan how to position and sell selected services solution(s) in the Industry or geography to drive incremental bookings and revenue.
• Evangelize the market on selected Success Plan services solution(s).
• Design and drive demand generation activities, leveraging all relevant channels: events, campaigns, social media, cold calls.
• Generate and qualify opportunities within prospects and existing customers.
• Lead the pursuit team and own the opportunity End-2-End while aligning with Sales teams on the overall account strategy and mobilize all relevant teams as required.
• Orchestrate and own opportunities for own solution(s) End-2-End from the initial qualification to a successful closure and revenue conversion.
• Support the account team in the sales cycle in being the trusted solution advisor and convincing the customer that the selected SAP solution(s) is strategically relevant.
• Conduct executive meetings, discovery sessions with the customer LOB or IT teams.
• Co-develops and co-owns strategy / plan how to position and sell selected services solution(s) in the territory / MU /Industry / geography to drive incremental bookings and revenue.
• Designs and drive demand generation activities, leveraging all relevant channels: events, campaigns, social media, cold calls.
• In close alignment with SAP Account Management, the SSA has the clear target to win customers in focus areas and convince them that SAP Success Plans can address their challenges through specialized best practices.
• Drives the definition and execution of a value-based innovation roadmap due to their thought leadership and functional expertise.
• Acts as Trusted Solution Advisor / 'Topic Captain' in the Sales Cycle with a clear topic authority for professional positioning of Success Plans.
• Provides expertise and guidance on the overall solution approach to the SAP Account Management: finding the right combination: partner, product, solution, services, commercial offering.
• Generates and qualifies opportunities within prospects and existing customers.
• Active contribution and guidance in contract negotiations when it comes to solution dependencies, e.g. how new technologies or new innovations impact the commercial approach with deep SAP Success Plans services-specific solution know-how.
• Accountable for bookings and revenue targets for focused and innovative assigned services portfolio.
• Defines and validates the engagement with the customer and close alignment with the SAP Account Management.
• Ensures that innovation potential and delivery units roadmap with the customer in terms of their assigned strategic solution portfolio, roadmap is considered including high-level delivery plan with corresponding.
• Provides special knowledge, guidance and valuable expertise in focused SAP solutions and corresponding implementation approaches within the whole sales cycle.
• Provides sales cycle support on solution-specific implementations, primarily during the 'Land' and 'Expand' phase of the customer lifecycle.

Benefits

• Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
• SAP North America Benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Principal