SAP is searching for a Director Value Advisory (Middle & Eastern Europe).
Responsibilities include also the following:
The Director Value Advisory (f/m/d) defines and articulates SAP’s executive value selling vision and strategy.
Oversees and provides executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic engagement model.
Articulates strategic priorities and qualified addressable market opportunities.
Leverages strategic partnerships with key decision makers internally and in partner and customer organizations.
Represents SAP externally on strategic subject matters and value management vision.
Business Development
Lead the partnering with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value.
Lead in the creation of customer-centric executive positioning to excite the customer to partner with SAP.
Customer Engagements
Lead virtual account team strategy to focus on “Vision to Value” creation during customer journey.
Act as a trusted advisor to build new and nurture existing customer executive relationships.
Oversee and lead structured engagements and navigate a matrix organization.
Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
Coach the team on how to use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities.
Oversee and validate the value potential and ROI of SAP-enabled transformation.
Provide guidance to customer executives to build and deliver board-level justification documents for approval of large-scale transformation projects enabled by SAP.
Monitor and guide the progress selected customers are making in their SAP-enabled transformations.
Practice Development
Lead the buildout and curation of value proposition content, methods and tools.
Engage in global and regional practice development projects showcasing industry expertise based on customer engagements and other field experience.
Share insights and thought leadership across relevant channels including social media.
Nurture and deliver customer reference stories that showcase actual proof points/value creation.
Mentor team members, participate in enablement programs and support communities of practice to share knowledge.
Your profile:
15+ years of professional experience in sales / consulting / industry including min. 5 years of strategy/management consulting experience with leading international firm or 5+ years of value advisory experience.
Viewed as a prominent thought leader in core area of specialization, i.e. selected industries or lines of business.
Advanced knowledge of value selling methodology and processes.
Ability to connect diverse customer priorities and SAP’s solutions and craft one consistent and compelling storyline for the customer CXOs.
Experience in leading global customer engagements including managing senior business and IT stakeholders, design and facilitation of executive workshops along with diverse perspectives and expectations.
Strong executive presence.
Fluency both in English and Russian on business level required, any other language an asset.
