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Customer Engagement & Commerce (CEC) Senior Solution Advisor

Today’s customers are digitally empowered and in control.

They expect to be able to engage, research, buy and get service without necessarily speaking to or interacting with a “sales person.” They want to jump between web, mobile, in-store or on the phone with a sales person seamlessly. And they demand that interactions with a brand be contextual, consistent and relevant, respecting where they are in the world and what they are trying to get done.

Role Description
  • To help companies deliver on this, SAP is looking for a solution expert to provide senior strategic sales cycle support on SAP’s Customer Engagement & Commerce solutions
  • The solution advisor will support the strategic deals within the North American Platinum and Strategic accounts across North America and Latin America
  • Solution Advisor provides senior strategic sales cycle support on CEC solutions. Within his/her segments, responsible for demand generation, CEC pipeline build strategies and development of scale initiatives resulting in increased CEC pipeline, revenue and in elevating SAP’s leadership position in the assigned segment
  • Leverages solutions expertise to ensure business critical & innovative results for both Software and Cloud environments across- industry and customer segment
  • Articulate SAP’s competitive advantage for customers and prospects. Responsible for delivery of outcomes. Executes solution/LoB segment functional business plans integrating functional and financial objectives
  • May represents SAP externally and internally on specific solution/LoB segment subject matters

Expectations and Tasks
  • Area 1:
    Identification, development, and execution of targeted sales opportunities; act as key expert in SAP’s CEC solutions portfolio and serve as a primary conduit between Solutions Management, Global and Regional LoB/ ISG and field sales organizations to oversee, influence and track the execution of key CEC solutions field sales priorities
  • Area 2:
    Lead and execute the Go-To-Market plans for the CEC solutions; contribute and validate high-quality business plans which clearly articulate CEC solutions strategy, GTM activities and key execution steps. This could include areas such as: enablement, launches, ramp-up, solution strategy and roll-in, pricing, investment cases, M&A, strategic partnering. Demonstrate the ability to provide a customer with a roadmap from their current IT environment to a Cloud environment
  • Area 3:
    Assume a leadership role in devising solutions strategies in targeted sales cycles; drive CEC solutions credibility to influence the markets opinion of SAP’s solutions offerings. Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and CEC solutions cross-selling. Package tactical sales plays tailored to specific target segment and positioning – considering product lifecycle and adoption. Act as trusted advisor for customers; role model SAP’s values. Help customers become best run businesses in their industry
  • Tasks:
    Provide standardized approaches for value based sales activities on focus CEC solutions. Enable the field and support roll –out of new field training; conduct in class training for specific CEC solutions and contribute to e-learning content. Provide on demand access for CEC solutions specific expertise; engage with customers on a case by case basis

Work experience
  • Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one solution CEC solutions (e.g. through Solution Management, Sales, Consulting or Business Development roles)
  • SAP product experience and/or 8-15 years prior relevant CEC solutions experience. - Working knowledge of Cloud in the B2B environment
  • Working knowledge of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks
  • Viewed as CRM or Commerce expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth
  • Proven track record of success in the selected CEC solutions area
  • Customer facing experience

Education and Qualification / Skills and Competencies
  • Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
  • Fluency in English, any other language an asset
  • Fluency in the language of local markets desirable
  • Customer Focus
  • Results-driven
  • Drive Simplicity
  • Develop Amazing Talent
  • Ensure Customer Success
  • Sales Product Solution Knowledge
  • Presentation Skills
  • Knowledge Transfer Methodology

Are you interested?