- Supports and contributes to the development of strategy / plan on how to position and sell selected services solution(s) in the territory / MU / Industry / geography to drive incremental bookings and revenue
- Contributes in the design and to the demand generation activities, leveraging all relevant channels: events, campaigns, social media, cold calls
- In close alignment with SAP Account Management , the SSA has the clear target to win customers in focus areas and convince them that SAP Services can address their challenges through specialized best practises
- Drives the definition and execution of a value-based innovation roadmap due to their functional knowledge
- Responsible for one or more specific topic areas and further develop their specialization
- Provides guidance on the overall solution approach to the SAP Account Management: finding the right combination: partner, product, solution, services, commercial offering
- Evangelizes the market on selected services solution(s)
- Contributes to the generation and qualification of opportunities within prospects and existing customers
- Active contribution and guidance in contract negotiations when it comes to solution dependencies, e.g. how new technologies or new innovations impact the commercial approach with deep SAP Services-specific solution know-how
- Helps to generate new bookings and revenues for focused and assigned services portfolio
- Contributes to the engagement roadmap with the customer in terms of their assigned strategic solution portfolio, in close alignment with the SAP Account Management
- Ensures that innovation potential and roadmap is considered including high-level delivery plan with corresponding delivery units
- Knowledge of strategic topic areas like Analytics, IoT, Machine Learning, Blockchain, Big Data, Customer Experience, Experience Management
- Knowledge in delivering / implementing solutions in new areas
- Architecture knowledge
- Programming languages and concepts are an advantage
- Knowledge of value selling and solution selling experience
- Knowledge of business application software and/or services sales within large, key accounts
- Knowledge of enterprise software projects (e.g. Cloud, Hybrid) and the overall lifecycle management of enterprise applications
- Industry/domain knowledge
- Overall SAP Corporate Strategy and SAP Product Strategy Knowledge
- Knowledge of key SAP service offerings is an advantage
- Knowledge of SAP Product Portfolio / Industry Solutions / SAP Product Roadmaps / SAP Project Methodologies is an advantage
- Examples for Practice area may are Analytics, Platform, Experience Management, Blockchain, Artificial Intelligence, Customer Experience, Industry 4.NOW, Sustainability or Digital Supply Chain,...depending on the assigned service portfolio elements
- Knowledge of SAPs Partners, Competitors and the regional IT Industry is an advantage
- Experience with Multinational Customers and working in other countries and region is desirable
- Bachelor or Master's Degree (MBA would be advantageous)
- At least 1 or 2 Professional Training & Certification is an advantage
- Relevant SAP offering curriculum and onboarding programs (for focus / practice area)
- Product Training and Associate Certification (for focus / practice area)
- Trainings based on Functional area(s) of development ( (for focus / practice area)
Services Solution Advisor Specialist - Kuala Lumpur, Malaysia - SAP Concur
Description
We help the world run better
Key Responsibilities & Tasks
The Services Solution Advisor (SSA) proactively positions SAP Services in specific focus areas through value added skills & competencies and provides as subject matter expert the topic authority along the whole sales cycle. They are also the topic evangelist for selected strategic SAP solutions and serve as go-to-person on how to design and position a successful customer adoption.
Aligned to the LACE approach (Land, Adopt, Consume, Expand), the SSA drives strategic solution-specific initiatives and positions SAP Services in alignment with SAP Account Management into existing and new accounts in a use case-based approach, combining latest technology and industry competence (Land & Expand).
They are accountable and responsible to ensure business growth in dedicated solution areas by providing clear guidance on the best project and solution approach for the customer, therefor have a clear assignment to focus areas / portfolio areas SAP Services wants to growth with.
Account and Stakeholder Management
Commercial Accountability
Delivery &/or Service Delivery Management
Main Tasks
Topic Ownership: provides knowledge and guidance in focused SAP solutions and corresponding implementation approaches within the whole sales cycle
Provides sales cycle support on solution-specific implementations, primarily during the 'Land' and 'Expand' phase of the customer lifecycle
Experience and Educational Requirements
Functional Experience
Experience – SAP Specific Expertise
Experience - Partner Ecosystem Expertise
Experience - International Experience
Education