Services Solution Advisor Expert

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At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. 

The Services Solution Advisor Expert is a go to expert / spokesperson / evangelist for SAP Success Plan(s) with a geographical or Industry scope. This is a customer-facing role proactively promoting and strategically positioning a selected portfolio solutions to drive incremental selling of Success Plan services. Able to convince a wide range of customers that the selected SAP Success Plan(s) can address their issues in the most effective way. Responsible for solution(s) end-2-end i.e. from pipeline growth to bookings as well as revenue of SAP Success Plans. Designs and drives market development, development of content for solution / industry-based training as well as references for additional market penetration.

Core tasks include:

• 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.

Key Responsibilities & Tasks

The Services Solution Advisor (SSA) proactively positions SAP Services in specific focus areas through value added skills & competencies and provides as subject matter expert the topic authority on Success Plan along the whole sales cycle. They are also the topic evangelist for selected strategic SAP solutions and serve as go-to-person on how to design and position a business successful customer adoption.  In alignment with SAP’s AI-first, Suite-first strategy, the SAP Services portfolio is evolving to continuously help customers derive and increase the value of individual applications, accelerate cloud transformation to maximize adoption.  The Success Plan SSA(s) are accountable and responsible to ensure business growth in dedicated solution areas by providing clear guidance on the best project and solution approach for the customer, therefor have a clear assignment to focus areas / portfolio areas SAP Services wants to growth with.

Account and Stakeholder Management 

• 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 

Commercial Accountability

• Evangelizes the market on selected Success Plans solution(s) 
• 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

Delivery &/or Service Delivery Management

• 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

Main Tasks

• Topic Authority: 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

Experience & Educational Requirements

Functional Experience

• 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

Experience – SAP Specific 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
• Exmples for Practice area may are Analytics, Platform, Experience Management, Blockchain, Artificial Intelligence, Customer Experience, Industry 4.NOW, Sustainability or Digital Supply Chain,...depending on the assigned service portfolio elements

Experience

• Partner Ecosystem Expertise
• 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 - International Experience
• Experience with complex Multinational Customers
• Experience working in other countries and regions is desirable

Education

• Bachelor or Master's Degree (MBA would be advantageous)

Professional Training & Certification

• 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)

Expected Travel

• 0-100%

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.  

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Compensation Range Transparency : SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 194100-411600USD . The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements:

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Requisition ID: 452147  | Work Area: Presales  | Expected Travel: 0 - 100%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid