Head of Value Advisory France (f/m/d)

SAP; Levallois-Perret; Hybride; EUR 100 000 - 130 000; Plein temps

Résumé du poste

SAP, a leading provider in business application solutions, seeks a Value Advisor Senior Manager. This role involves directing a team to enhance customer relationships and drive strategic value through consultation with executives. The ideal candidate will possess extensive experience in strategy or management consulting, with strong coaching abilities and a focus on value realization.

Prestations

Flexible working models

Learning and development opportunities

Collaborative team environment

Qualifications

• 15+ years of professional experience in Sales/Consulting.
• Min 6 years of strategy/management consulting experience.
• Experience with business case creation and large account management.

Responsabilités

• Manage a team of VA experts focusing on customer engagement.
• Act as a trusted strategic advisor to C-level executives.
• Ensure participation in demand generation efforts.

Connaissances

Leadership

Value Selling

Coaching

Formation

Bachelor's degree (or equivalent)

MBA or equivalent degree

Description du poste

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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 choosefrom.

What you'll do

The Value Advisor Senior Manager (m/f/d) is responsible to manage a team of VA experts that focuses on driving strategic value engagements with customers at all touchpoints throughout the customer’s relationship with SAP. From value discovery to value realization, building and maintaining customer-specific business cases and value assets to quantify and measure value realization. Collaboratively work with regional account teams and customers to link their business strategy and business outcomes to the business models, business processes and business capabilities that are enabled by SAP. Drive customer adoption and consumption by providing value assurance and realization services and updating business cases in line with the customer’s evolving priorities.

As a people manager, the Value Advisor Senior Manager (m/f/d) is responsible for supporting the success of direct reports and the success of all employees within the larger team by helping to identify development opportunities and supporting team members to achieve their goals.

• Lead a team of Value Advisors who consult with C-level executives to define business technology strategy, create business cases, and build strategic roadmaps.
• Act as a trusted strategic advisor to nurture customer executive relationships. Learn, validate, and drive the CEO & CFO agenda.
• Accountable for building leadership trust by providing clear and actionable feedback to team members and help them reach their maximum potential.
• Ensures Value Advisory participation in prioritized demand generation efforts through Account Planning, Territory Planning, LoB / Industry specific efforts, etc.
• Responsible for onboarding new talent and nurturing talent including managers to meet business needs.
• Develop relationship with the members of your extended team and share insights with your peer managers.
• Build and maintain strategic partnerships with key decision-makers internally and in partner and customer organizations.
• Coach team members on how to partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value.
• Coach team members on the creation of customer-centric executive positioning / point of views to excite customer to collaborate with SAP.
• Collaborate with Virtual Account Team to deliver executive pitch reflecting value proposition for industry/LoB and knowledge of SAP portfolio Customer Engagement to Deliver Revenue.
• Oversees and provides executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
• Provide guidance to enable Sales, Marketing, Inside Sales and the broader Virtual Account Teams on LOB or Industry Trends.
• Support the development of industry relevant field content and enable sales teams on value selling practices.
• Coach account teams to deliver executive pitch reflecting value proposition for LOB or Industry and knowledge of SAP portfolio to Deliver Revenue for LOB or Industry/Industries.
• Coach teams to nurture and deliver customer reference stories that showcase actual proof points/value creation.
• Viewed as a thought leader in their core area of specialization by LOB or Industry. Business Development / Demand Acceleration for LOB or Industry/Industries.
• Engage in practice development projects showcasing LOB or Industry expertise based on customer engagements and/or other field experience.
• Coach teams to engage with customer executive sponsors on value realization to continually make the case for change.
• Participate in enablement programs to democratize value internally via community of practices/ other forums and externally with SAP Partners and Customers.

What you bring

• 15+ years of professional experience in Sales / Consulting / Industry / LoB experience including min 6 years of strategy/management consulting experience with leading international firm or 6+ years of value advisory experience.
• Strong interest and experience in coaching and leading direct or virtual, cross-functional teams. Experience in change management. Demonstrated leadership in leading and developing high performing teams.
• Advanced knowledge of value selling methodology & processes.
• Customer facing experience including managing business and IT alignment, executive interview techniques, design and facilitation of executive workshops along with diverse perspectives and expectations.
• Experience in diverse technology landscape and process/technology integration topics. Deep understanding of SAP solutions, architecture, deployment models.
• Experience with business case creation, analysis, and research.
• Experience with large account management, account engagement design and facilitation.
• Executive presence. Experience building and retaining strong customer relationships.
• Fluency in the language of local markets is desirable.
• Education Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred.
  
  

Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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,you can bring out your best.

We are ethical and compliant

Our leadership credo: Do what’s right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

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: [e-mail]
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: 419936 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.