Log In
Sign Up
doha, Qatar
SAP – Germany
Full time
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
Business Network for Asset Collaboration – Senior Solution Advisor
Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.
PURPOSE AND OBJECTIVES
The purpose of the role is to help SAP customers understand the capabilities and business value of the SAP Business Network, with particular emphasis on Asset Collaboration. The role of the solution advisor is to understand a prospectieve customer and its challenges, provide compelling and memorable solution demonstrations, and be a trusted advisor through strong business acumen and product knowledge. The solution advisor must help the customer envision an end-to-end business process which involves multiple applications including SAP ERP, Enterprise Asset Management, Business Network applications, and other complimenting solutions. The Solution Advisor will be a key participant in sales cycles as a member of the virtual account team in support of the sales account strategy. The Solution Advisor interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations, and follow-up discussions.
EXPECTATIONS AND TASKS
Product Experience:
• Expert understanding of end-to-end core business processes of Enterprise Asset Management. Furthermore, knowledge of Business Network Asset Collaboration capabilities including collaborative asset definition, maintenance as a service, and equipment as a service.
• Ability to facilitate customer discussions and elaborate on the areas of proposed improvements.
• Good understanding of broader Business Network solution areas including Supply Chain Collaboration, and Logistics Collaboration
• Knowledge of the plant maintenance, predictive maintenance, and collaboration with OEMs and service providers.
• Good understanding of asset definition processes including digital twin, service bulletins, firmware updates, and other collaborative data sharing between equipment manufacturer and equipment operator.
• Good understanding of work order collaboration between Asset Operators and third-party maintenance providers.
• Industry knowledge and confidence that earns credibility with the Plant Operations or Field Operations persona.
Deal Support
• The role spans across EMEA South region which includes Southern Europe, Middle East and Africa and support customers and prospects across the region.
• Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customers.
• Collaborate with sales teams on deal strategy and support the presales tasks of agreed upon strategy.
• Provide support for initial customer discoveries to determine if their requirements fit your solution.
• Supports business value creation in all accounts by leveraging presales value cycle process (Engage, Plan, Discover, Prepare, Dry-Run, Present, Wrap-up)
• Complete sections of SAP responses to RFIs and RFPs.
• Prepare and deliver value-based software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery of a simple, appealing and compelling customer presentation.
• Ability to effectively present to customers “remotely” using virtual technologies (SAP Virtual Studio, Teams) and support the creation of digital assets.
• Communicate the business requirements to project/implementation team after completion of sale to ensure a smooth transition from presales to implementation stage.
Demand Generation
• Support the Sales Team with Innovation Workshops to show case the Art of the Possible for the Business Network Applications
• Collaborate with sales teams to participate in various one-to-many lead generating activities.
• Participate in account strategy sessions with the intent of developing solution “whitespace” recommendations, target solution lists, and proposed demand generation plans.
• Supports SAP Partner development and maturation to help drive partner sales.
Sales Readiness
• Stays current on all new solution updates in their primary and secondary solutions.
• Understand competitive solutions.
• Actively participates in their Solution Community of Practice
• Mentor other Solution Advisors to enable them to support Level 1-2 deal support in your solution area.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
• University degree or equivalent
• Business expertise in Plant or Field Operations, especially in asset intensive industries (e.g. Oil and Gas, Chemical, Mining, etc)
• Good understanding in broader Supply Chain processes is an additional advantage.
• Strong verbal and written communication skills in English
• Ability to create and deliver PowerPoint presentations conveying technical information and hold attention of large audience.
• Ability to clearly explain complex information to SAP customers.
• Ability to act as a Solution Captain (lead SE on the Virtual Account Team with the responsibility of coordinating all other SE’s on the Virtual Account Team)
• Travel (upto 50%): no restrictions to global travel. Majority of travel will be in the region.
WORK EXPERIENCE
- Five (5) years of selling or Pre-Sales experience of enterprise class software
- Ten (10) years of functional work experience including at least five (5) years’ experiences in Plant Maintenance, Enterprise Asset Management or other Operations-focused applications in a consulting, Presales or solution management role
We build breakthroughs together
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 379009 | Work Area: Sales Support | Expected Travel: 0 – 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
