Senior Value Advisor

SAP; Kebayoran Baru; On-site; IDR 480,000,000 - 720,000,000; Full time

Job summary

SAP seeks a Value Advisory professional to drive strategic value for customers across finance, procurement, HR, and supply chain. You will translate business strategy into measurable outcomes and partner with field teams to articulate ROI using PoV, value models, and evidence-based narratives.

The role requires 6+ years in sales/consulting, MBA or equivalent, and fluency in English. Travel up to 20% and a passion for helping customers realize ERP and cloud transformation through SAP solutions.

Qualifications

• 6+ years of professional experience in Sales/Consulting/Industry/Functional roles.
• 2+ years of strategy/management consulting with a leading international firm, or 3+ years in value advisory in B2B tech (IaaS/PaaS/SaaS).
• Strong analytical and problem solving skills (first-principles thinking, ambiguity handling).
• Strong business acumen linking industry trends, objectives and technology to a change narrative.
• Strong knowledge of value selling methodology and tools (executive interview techniques, workshops, financial modelling).
• Fluency in English (additional languages a plus).

Responsibilities

• Provide executive consultation to customers and prospects to build solutions that achieve business goals and create value.
• Articulate strategic priorities and addressable market opportunities.
• Partner with field sales teams to identify revenue opportunities and develop account strategies.
• Lead creation of customer-centric executive POVs and value narratives to excite SAP collaboration.
• Deliver presentations to CXOs and senior stakeholders and handle objections.
• Coach delivery teams to validate business cases and secure value delivery with implementation dynamics.

Skills

Executive consultation

Strategic storytelling

Value selling

Stakeholder management

Problem solving

English fluency

Education

Bachelor's degree

MBA

Job description

We help the world run betterAt SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Key Responsibilities & Tasks

Asa global leader in enterprise applications and business AI, SAP stands at the nexus of business and technology. For over 50 years, organizations have trusted SAP to bring out their best by uniting business-criticaloperations spanning finance, procurement, HR, supply chain, and customer experience. SAP has set the bold vision to drive Customer Value by unlocking the next era of enterprise management.

The SAP Value Advisory organization is chartered with differentiating SAP as the innovation partner of choice by making the value of the next era of enterprise management real for every customer.

The Value Advisory job family sits within Industry & Value Advisory (IVA) and focuses on strategic/consultative value selling to customers advising throughout the Customer Value Journey (CVJ) - SAP’s customer engagement model.
This is done by collaboratively working with customers to link their business strategy and business outcomes to the experiences they want to enable via SAP-enabled business capabilities

Key responsibilities:

• Provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
• Articulate strategic priorities and qualified addressable market opportunities.

• Leverage strategic partnerships with key decision-makers internally and in partner and customer organizations
• Adopt a buying centre focus to articulate and communicate relevant business value narrative to key customer decision makers (e.g. CFO, CHRO, CPO, COO, CIO etc.)
• Represent SAP externally on value management vision and strategic subject matters. Viewed as an emerging thought leader in their core area of specialization.
• Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value
• Lead and develop 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/function and knowledge of SAP portfolio to deliver revenue for LOB or Industries
• Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey
• Act as a trusted strategic advisor to nurture customer executive relationships (e.g. CFO, CIO, CHRO)
• Lead and orchestrate structured engagements and navigate a matrix organization
• Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions
• Use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities
• Identify, calculate and validate the value potential and ROI (and other metrics that matter to the customer) of SAP-enabled transformation
• Embed experience thinking into all collaborative customer discussions
• Engage with sponsors to continually make the case for change
• Work with account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points‑of‑View (PoV), Product Demos
• Deliver presentations to small and large audiences (e.g. CXOs, Department Heads, SAP Users) and dealing elegantly with objections
• Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on the understanding of implementation dynamics
• Collaborate with other teams to monitor and guide the progress selected customers are making in their SAP enabled transformations Insight / Practice Development for LOB or Industry/Industries
• Lead the buildout and/or curation of value proposition content aligned with end to end processes (i.e. Lead to Cash, Record to Report, Source to Pay, Hire to retire) and key personas across functions (e.g. Customer Experience for Sales, Service, Marketing, Human Resources, Intelligent Spend Management, CFO, CHRO, Head of Supply Chain, CIO). Value proposition content includes PoV templates, business case templates, value models.
• Engage in practice development projects showcasing industry expertise based on customer engagements and/or other field experience
• Share insights/thought leadership across all relevant channels including social channels
• Nurture and deliver customer reference stories that showcase actual proof points/value creation
• Participate in enablement programs, community of practices, and/or Hubs to share knowledge

Experience & Language Requirements

• 6+ years of professional experience in Sales / Consulting / Industry / Functional experience (e.g. Finance, Supply Chain)
• Min 2 years of strategy/management consulting experience with leading international firm, or 3+ years of value advisory experience in B2B technology space across IaaS, PaaS or SaaS
• Strong analytical and problem solving skills (e.g. first-principles based thinking, ability to deal with ambiguity) to build customer specific digital transformation value narratives
• Strong business acumen with ability to link industry specific trends, customer objectives and the promise of technology into a compelling case for change
• Strong knowledge of value selling methodology and toolkits, e.g. executive interview techniques, design and facilitation of executive workshops, driving business and IT alignment, stakeholder validation, customer analysis and research, financial modelling for business case creation (e.g. cashflow estimation, NPV, ROI analysis).
• Strong customer facing skills and ability to navigate diverse stakeholder perspectives and expectations
• Experience in diverse technology landscape and process/technology integration topics
• Good understanding of emerging and growing technology trends (e.g. Cloud, AI)
• Understanding of core business processes in the context of ERP solutions. Strong functional understanding (e.g. Finance, Procurement, Manufacturing, Supply Chain) or SAP functional capabilities will be considered an advantage
• Understanding of SAP Industry/LoB and/or product offerings
• Understanding of ERP implementations and post-implementation value management
• Experience with large account management, account engagement design, and engagement orchestration
• Experience building and retaining strong customer relationships
• Fluency in English, any other language an asset. Fluency in the language of local markets desirable

Education

Bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university.

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.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 458419 | Work Area: Sales | Expected Travel: 0 - 20% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid