Senior Value Advisor

**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.

**Key Responsibilities & Tasks**

Value Advisor (Finance) is a critical role supporting CFO buying centre across multiple industries to grow sales, pipeline, customer adoption and satisfaction. The Finance Value Advisor provides business process knowledge with respect to the Office of CFO, develops business cases, and thought leadership to support sales cycles. In addition, the Value Advisor will drive pipeline growth and contribute to building and maintaining SAP’s leadership position and brand.

SAP has set the bold vision to drive Customer Value powered by the Intelligent Enterprise. The SAP Value Advisory organization is chartered with differentiating SAP as the innovation partner of choice by making the Intelligent Enterprise value and experience real for every customer.
The Value Advisory job family sits within Industry & Value Advisory (IVA) and focuses on strategic/consultative value selling to customers advising throughout the Customer Value Journey (CVJ) - SAP’s customer engagement model.
This is done by collaboratively working with customers to link their business strategy and business outcomes to the experiences they want to enable to the business capabilities that are needed and ultimately to the value of SAP in enabling the Intelligent Enterprise.

**Key responsibilities**:

- Provide executive consultation to customers, with a focus on office of the CFO, and prospects to build solutions to achieve business goals and create value through a holistic model.
- Articulate strategic priorities and qualified addressable market opportunities.
- Leads the development and adoption of scalable governance models to achieve targeted revenue, margin, and market share goals.
- Leverages strategic partnerships with key decision-makers internally and in partner and customer organizations (e.g. CFO, HOD Finance)
- Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value
- Lead and develop the creation of customer-centric / Office of the CFO focussed executive positioning/point of views to excite customer to collaborate with SAP
- Collaborate with Virtual Account Team to deliver executive pitch reflecting value proposition for industry/function (e.g. Finance) and knowledge of SAP portfolio Customer Engagement to Deliver Revenue for LOB or Industry/Industries
- Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey
- Act as a trusted strategic advisor to nurture customer executive relationships (e.g. CFO, HOD Finance)
- Lead and orchestrate structured engagements and navigate a matrix organization
- Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions
- Use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities
- Identify, calculate and validate the value potential and ROI (and other metrics that matter to the CFO) of SAP-enabled transformation
- Embed experience thinking into all collaborative customer discussions
- Engage with sponsors to continually make the case for change
- Work with account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View (PoV), Product Demos
- Deliver presentations to small and large audiences (e.g. CFO, Finance Heads, Finance Users) and dealing elegantly with objections
- Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on the understanding of implementation dynamics
- Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations Insight / Practice Development for LOB or Industry/Industries
- Lead the buildout and/or curation of value proposition content aligned with end to end processes (i.e. Lead to Cash, Record to Report, customer specific Finance processes) and key personas beyong CFO (where needed, e.g. Customer Experience for Sales, Service, Marketing, Human Resources, Intelligent Spend Management, CFO, CHRO, Head of Supply Chain, CIO) across the Intelligent Enterprise. Value proposition content includes PoV templates, business case templates, value models.
- Engage in practice development projects showcasing industry e