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The ANZ Intelligent Spend Management Services Solution Advisor (ISM- SSA) is a revenue generating sales advisory role that is responsible for the overall growth of the ANZ SAP ISM cloud services business.
The Services Solution Advisor is a go to spokesperson and evangelist for Intelligent Spend Management (ISM) services. This is a customer-facing role proactively promoting and strategically positioning a selected portfolio of services. They are a Trusted Solution Advisor for the generalist sales in order to position SAP ISM engagements. They interact with identified prospective customers through executive meetings, discovery conversations and executive presentations and follow-up discussions. The primary role of the Services Solution Advisor during an active sales cycle is to gain acceptance from the customer that SAP Services can solve the customers requirements and how-to best leverage the SAP ISM Engagement. In addition to deal support, a Services Solution Advisor collaborates with License Sales and Services teams on account planning for their specific solution areas. They also develop and help drive the execution of business development plans for their respective Service Solution areas in collaboration with Services Sales
**Account & Stakeholder Management** :
+ Compose and deliver exceptional, value-based sales, customer specific presentations covering ISM Engagements to prospective customer audiences.
+ Demonstrate knowledge of SAP ISM engagements in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
+ Support RFx completion in support of customer proposals in identified customers.
+ Participate in a team-selling environment working with one or more Account Executives (AEs) and/or Services Account Executives as assigned.
+ Collaborate with the sales team to identify whitespace opportunities at accounts, with specific focus on adding net new customer names and positioning the latest portfolio for SAP ISM Engagements, in alignment with SAP Services strategy.
+ Participate in Territory and Account planning with services sales in nominated accounts.
+ Support demand generation activities, leveraging all relevant channels: events, campaigns, social media, cold calls, etc.
+ Support the development of Sales plays relevant for SAP ISM Engagements.
**EXPECTATIONS AND TASKS**
+ Collaborate with the Services GTM team to build and execute business plan, aligned to the SAP ISM License strategy and end to end Services strategy.
+ Work closely with SAP APJ regional solutioning centre and delivery teams to identify and present Market unit sales plays and sales collaterals aligned to the overall GTM plan and strategy.
+ Collaborate with SAP APJ GTM Demand generation to build Demand generation plans that secure a predictable future four quarter pipeline for services sales.
+ Act as an ambassador for ISM in internal and external events, partner and customer interactions.
+ Customer first mindset and experience in delivering business outcome to SAP ISM customers.
+ Create trusted relationships with strategic customers, partners and SAP peers.
+ Ensure transparency and predictability of the business on all levels.
+ Maintain and adhere to SAP business integrity and compliance standards.
+ Expert tracking and realization of financial targets (bookings, revenue) and other strategic KPIs.
**Experience** **& Language Requirements**
The ideal candidate would have 7 years of relevant experience in SAP ISM portfolio sales or program management with specific experience in services complimenting to enhance cloud subscription adoption and consumption.
+ Knowledge and experience with SAP ISM portfolio of cloud solutions
+ Knowledge of the ANZ Cloud market competition especially intelligent spend management
+ Successful experience in developing and closing sales of consulting and services to support cloud subscription solutions
+ Evidence of successful deal crafting and strategy development
+ Knowledge of enterprise software projects, SAP Services and the overall lifecycle management of enterprise applications
+ C-Level Communication and Presentation experience
+ ISM Delivery experience in SAP Service projects and engagements would be very beneficial
+ Drive -The approach that brings intensity, pace, sharpness to the working life. The mindset to keep active & makes things happen.
+ Treating customers and colleagues with respect, fairness and consideration
+ Results-driven, high-energy, focused and disciplined individual
+ Bachelor Degree
**Professional Training & Certification**
+ Sales training, c-level communication
+ At least 1 or 2 Professional Training & Certification is an advantage
**We are SAP**
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
**Our inclusion promise**
SAPs 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: Americas: [email protected] or [email protected] , APJ: [email protected] , EMEA: [email protected] .
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:308627| Work Area: Sales| Expected Travel: 0 – 10%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations: