Requisition ID: 181030
Work Area: Sales Support
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
COMPANY DESCRIPTION
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device - SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Solution Advisor Expert - SAP HANA Platform - EMEA South Center of Excellence for Database & Data Management
Background:
SAP's Database & Data Management platform organization is essential in helping our customers drive their Digital Transformation by delivering solutions that enable simplification and business led innovation. The SAP HANA Data Management Suite is at the core of this strategy and provides unmatched capabilities to simplify applications, power advanced analytics and drive innovations with customers and elevate DataWarehousing and Big Data to new spheres. The market opportunity for the HANA Platform is huge across the globe, covering every industry and customer segment for existing SAP and even more for non-SAP customers. The Database and Data Management (D&DM) Center of Excellence is responsible for attainment of EMEA's D&DM revenue targets through demand generation, enablement, and sales execution based on the Global D&DM Strategy and Plan and provides the leadership in solution excellence for the respective topics. We achieve this goal through:
Delivering Targeted Demand Generation Programs based on clear and regionalized sales messaging on specific Platform Industry Innovations, Enterprise Data Warehousing, Big Data Integration and Digital Innovation themes like IoT, Blockchain or Machine Learning for specific Products/Market Units/Industries/Segments to ensure alignment with the Global D&DM Plan.
Generating account specific selling and demand plans through Account Strategy and Design-to-Value Workshops on targeted accounts. Supplying "best in region" resources to aid in the execution of must-win sales cycles and Designing and delivering long term GTM strategies.
The Center of Excellence organization is looking to recruit a Solution Advisor Expert - SAP HANA Platform to drive the GTM and Smart Target Plays for the HANA Data Management Suite.
ROLE DESCRIPTION:
This Solution Advisor Expert role is focused on the broad portfolio of SAP's DDM solutions, supporting DDM sales teams as a subject matter expert in business development and sales execution activities in EMEA South Region. The position requires the full ownership of the D&DM GTM strategy and execution, demand generation as well as deal support and solution excellence advisory, enablement and thought leadership in a fast-changing IT industry. This role specifically focusses on HANA Platform business and requires the ability to programmatically drive strategic demand generation campaigns as well as tactical initiatives to assure a constant healthy coverage for HANA and D&DM pipeline. As part of the Deal Execution Support the role requires a solution excellence focus on at least one primary and one secondary area to support as trusted advisor in customer engagements.
DUTIES AND EXPECTATIONS:
- Drive demand generation, pipeline build strategies and development of initiatives resulting in increased pipeline, revenue, and elevating SAP's leadership position in the DDM solution segment
- Act as key expert for SAP's D&DM solutions portfolio and serve as a link between Solutions Management, LoB / Industry Solution Groups and field sales organizations to oversee, influence and track the execution of key field sales priorities. Identify, develop, and help execute targeted sales opportunities with prospective customers
- Articulate SAP HANA Platform value and broader DDM solutions capabilities - a critical requirement is the ability to position our DDM value proposition in context of the prospect's business and technical strategies and plans
- Position SAP's competitive advantage internally to sales teams and externally to customers and partners
- Assist with go-to-market activities and key sales execution tasks including field sales enablement, sales program launches, demand ramp-up, solution configurations, pricing, investment cases, and strategic partnering
- Assume a leadership role in advising solution strategies for targeted sales cycles at prospective customer accounts, including engaging partners in areas such as business development, solution development and solution cross-selling in a region covering markets from leading edge countries to BRICS
- Execute tactical sales plays tailored to specific target segments and accounts - with consideration to product lifecycle and customer roadmap
- Act as trusted advisor for customers and as a role model for SAP's values and best practices. Help customers become best-run businesses in their industry
- Provide prospective customers with a roadmap from their current IT environment to SAP-based solutions.
Location:
- Virtual however located in any country in Europe, Middle East or Africa - South
- Planned Location: Spain, Italy, Turkey, South Africa and Middle East (UAE and Saudi Arabia)
Start Date:
- As soon as possible.
- April / May 2018
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
Requirements
WORK EXPERIENCE REQUIREMENTS:
- At least 10 years (+) professional experience with large, global software/IT organizations with demonstrated expertise in at least one solution segment through Solution Management, technical Sales or PreSales, Consulting or Business Development roles
- Solution & Technology expertise and background in Database, Information Technology, Data Warehousing, Analytics and Big Data is a key requirement for this role
- Understanding fast changing technologies and markets and having background and deeper understanding of a corporate & enterprise unified logical data model approach spanning from IoT, Machine Learning to Core ERP, Data Warehousing and Big Data Integration
- Deep knowledge on key Industries, core LOB processes and industry impact of the Digital Business Transformation
- Knowledge and experience on competitive solutions in the area of Database & Data Management, In-memory DB technology, Predictive, BI and Analytics, Data Streaming, Data Science, Information Management & Middleware
- Enterprise Architecture, converged infrastructure, logical DWH skills, PaaS, IaaS, SaaS as well as Data Science and Big Data Hadoop knowledge and related solution expertise are required - black belt level knowledge is preferred
- Business Development experience for hyper-growth and fast changing products (less than 6months cycle product release) with proven track record in driving constant pipeline creation and progression
- Viewed as a solutions expert within the SAP or Subject Matter Expert community and capable of leveraging an extensive network on behalf of SAP that results in pipeline and revenue growth
- Existing knowledge on SAP's D&DM solution portfolio and HANA Platform is essential
- Bachelor's degree in Business Administration, Engineering or Computer Science or similar is required
PERSONAL SKILLS:
- Strong organizational skills to drive complex technology GTM within a highly agile & changing environment
- Strong and proven programmatic skills to build and run campaigns and activities from strategic & operational point of view including management and reporting of campaign KPI's
- Ability to define and execute a Demand Generation plan by effectively navigate & influence a matrix organization
- Excellent internal & external communication skills in order to clearly articulate the technical and business value & differentiation of SAP HANA Platform scenarios in industry and competitive context
- Excellent presentation skills with customers on C-Level executive as well as technical audience, partners, internal teams, in order to position the value of the D&DM solution portfolio
- Inspiring nature with creative business acumen, out-of-the box thinking, highly self-motivating personality to drive sustainable knowledge build for future business growth
- Foster collaboration within Center of Excellence and the SAP extended team to drive large deal creation, business architecture in order to fully exploit HANA Platform reach into every market & segment
- Work effectively in a virtual global team environment and generate high impact results across a diverse region
- Deliver on quarterly business results including management reporting and forecasting
- Empathy of cultural and regional difference with the Europe, Middle East and Africa region
- Flexibility in travel where required - approx. 60% to 80%
Language:
- Proficiency in spoken and written English
- One other EMEA language is required (Spanish, French, Italian, Arabic)
About the Company
Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.
Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.
As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.
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