Partner Solution Advisor, SAP APJ Customer Advisor
4 weeks ago
We help the world run better
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now
SAP is looking for an experienced candidate to join our Digital Hub Customer Advisory organisation and be part of the newly established APJ Partner Solution Advisory team, based in Sydney.
What is the role about and how does it align to SAP’s objectives?
SAP has an aggressive aspiration to grow our cloud revenue across APJ and to significantly increase the size of the business by 2025. The strategic intention of Customer Advisory is to achieve this vision by transforming into a scalable pre-sales organisation, use modern digital technologies, and leverage the extensive SAP partner eco-system.
For this purpose, a new team called Partner Solution Advisory team was created in 2023, with the aim of working with identified SAP Partners to support them in progressing the deal pipeline, and ultimately, make the eco-system self-sufficient, resulting in high quality of pre-sales engagements for deals led and run by partners.
SAP is looking for passionate professionals with strong SAP S/4 solutions experience. This role is a senior position and offers the opportunity to become a “force multiplier” by engaging as a mentor and advisor with SAP’s extensive ecosystem.
In this role, the Partner Solution Advisor will work closely with SAP’s Customer Advisory, Partner Ecosystem Success and Sales leadership in a collaborative manner to plan and execute solution advisory engagement with partners to achieve SAP’s revenue aspirations.
Role Description
The Partner Solution Advisor works along with the Territory Ecosystem Managers, Partner Business Managers, SAP partners, and other internal SAP pre-sales colleagues to help SAP partners/resellers on demand generation, pipeline qualification and deal execution for SAP solutions and help them in bringing the “SAP Solution Face” to deals leading to an uplift in partner’s SAP business. In this role, a Partner Solution Advisor: Advises, coaches and guides partners on the cloud first mindset, SAP solution value messaging, solution strategy and supporting them in executing solution sales cycle (e.g., RFx support, Demos, Exec Pitches). Helps partners in articulating & contextualizing SAP solution strategy to increase deal size and shorten their sales cycle with the end goal of making the partner self-sufficient in handling value conversations with SAP’s prospects. Engages partners along with the Territory Ecosystem Manager to conduct regular deal clinics and dry runs of their solution presentations and help them in the right executive messaging, solution proposition with relevant industry insights and a compelling demonstration & presentation of SAP capabilities. Helps partners validate their proposed solution, including right-sizing the solution to maximise adoption and customer success. Acts as a trusted advisor and presales champion with partner executive teams – Founder, CEO, Sales Heads etc. Effectively leverages internal support teams who can help partners for seamless deal execution. Continuously assesses partner’s solution advisory skills, provides feedback to Partner Business Manager on improvement areas and propose for relevant enablement for flawless execution by partner’s presales teams. Supports Partner Ecosystem Success organisation in their presales validation program to enable partner’s presales capacity.Expected Outcomes
The major outcomes that are expected to be delivered are:
Achievement of SAP’s revenue aspirations for the defined partner-driven segment. Become a trusted advisor for the assigned partners by helping them n pipe and deals progression. Support Partner Business Managers and & Territory Ecosystem Managers to plan revenue achievement via partners. Contribute to partner’s demand generation activities through various events and programs.What are we looking for?
We believe that the skills and personality needed to be successful in this role require potential candidates to have:
More than 10 years of professional experience in customer-facing roles, with strong Solution Advisory or Solution Consulting experience. Knowledge of SAP’s flagship S/4 cloud ERP is essential, expertise with S/4 Public Cloud is highly desirable. Domain experience in Supply Chain & Logistics is preferred, but not mandatory. Knowledge of SAP’s Business Transformation Platform is a plus. Demonstrable strong presentation and communication skills. Evidence of mentor and multiplier mindset to help others get better.-
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North Sydney, Australia SAP Full timeWe help the world run better Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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...
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