Solution Advisor Specialist - Finance and Spend Management

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together they changed enterprise software and reinvented how business was done. Today as a market leader in enterprise application software we remain true to our roots. Thats why we engineer solutions to fuel innovation foster equality and spread opportunity for our employees and customers across borders and cultures.

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 its the best-run businesses that make the world run better and improve peoples lives.

Do you like coffeeGreat! SAPs customers produce more than 65% of the worlds coffee and tea that we drink every day.

What about BeerCool! SAPs customers produce more than 70% of the planets beer including some delicious brands produced in APJ.

Chocolate perhapsSweet! Guess what SAPs customers produce 70% of the worlds chocolate.

Do you like watching movies50% of the worlds movies are produced by our customers of SAP. We think its the better ones too!

SAP is the world leader in enterprise applications in terms of software and software-related service revenue. Based on market capitalization we are the worlds third largest independent software manufacturer. Weve been around for 44 years we have roughly 85000 team members in 130 countries and our annual revenue is over 20 billion but more importantly 87% of the Forbes Global 2000 making tea coffee beer and a lot more beside use our solutions to Run Simple. We have well over 100 million cloud users after all we are the Cloud Company powered by SAP HANA.

Solution Advisor Specialist Role:

For this role we are looking for someone with strong SAP Supply Chain and Procurement functional business knowledge across SAP solutions like Ariba with an understanding of interactions with core procurement solution such as SAP ERP (ECC / SAP S4HANA) along with peripheral procurement extension such as Business Technology Platform. The role has a focus on driving adoption of the Intelligent Spend Management by engaging existing and prospective customers by showing empathy and creating a memorable experience across our end-to-end engagement with the outcome of a customer for life. To achieve this you will need to be able to help identify and execute demand generation activities become an educator of both our customers and supporting partners undertake discovery to understand the business drivers for change deliver engaging and value driven demonstrations strategic proof of concepts to our prospects and throughout the whole process provide a memorable experience. To achieve a customer for life the relationship must not stop at point of sale but continue post sale by ensuring hand-off to the services partner and continue to follow up with the customer post sale to ensure we have a customer for life.

The primary responsibility are to influence the Sales effort by working closely with the sales team by:

• Listening to customers and prospects Supply Chain Procurement and Spend Management problems and needs
• Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customer audiences. The presentations must articulate the sales message differentiate SAP and leave a strong and positive impression to audiences which can include senior company executives.
  • Solutions includes - S/4 HANA SAP Ariba iCertis Business Technology Platform SOLEX / Partners Solution
• 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.
• In advance of a demonstration or key presentation conduct discovery sessions with representatives from the prospective customer in order to build relationships with the customer and understand their unique needs.
• Demonstrate knowledge of SAP solutions and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
• Support RFx completion in support of customer proposals.
• Ability to effectively present to customers remotely using virtual technologies (Microsoft Team Zoom On24 etc).
• Provide limited post-sale support to key customers primarily to the project/implementation team to ensure a smooth transition.
• Additional responsibilities include taking the lead in responding to functional RFxs and helping the team build supporting ROI business cases for prospects and customers.
• Support one-to-many sales and marketing events both on-site and remotely.
• Support Design Thinking workshops to promote new and innovative solutions for customers and prospects.
• Working with a diverse team spread across SEA you will work on a variety of opportunities
• Begin to develop relationships with sales teams in order to promote effective sales methodologies
  

You simply put are

• The Intelligent Spend Management evangelist
• You are a guru at supply chain and procurement solutions (Ariba Fieldglass S/4HANA etc)
• A pipeline generator
• Empathetic
• Prepared to be flexible
• Love the Cloud
• A presentation Ninja
• Incredibly memorable
• Able to excite audiences of all shapes and sizes
• Innovative and creative
• Curious you learn by exploring you teach yourself
• Quick learner new solutions will come into your bag to position for customers
• Great at finding solutions to a customers problems
• Always improving yourself
• A team player who loves to share and contribute
• Anxious to join the best presales team on the planet
• Open to travelling as required!

Required Qualifications

• 5 years of presales experience
• 10 years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
• Extensive knowledge/expertise on end-to-end processes/solution matching
• Experience in sales and sales processes
• Excellent presentation and communication skills
• Any relevant Procurement and/or Digital Supply Chain experience is very highly prized.