Solution Advisor- Sales Performance Management

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BACKGROUND

The Sales Performance Management (SPM) business is focused on the growth and success of the SPM portfolio. The portfolio is a set of tools and processes that drive the revenue-generating behaviors and resources needed for organizations to meet their corporate goals.

The SPM portfolio consists of several solutions, including SAP Incentive Management, SAP Agent Performance Management (for Insurance), SAP Territory and Quota, and others. SAP Incentive Management and Agent Performance Management are the flagship solutions within the SPM portfolio and are focused on helping companies optimize incentive management. They essentially replace legacy SAP ICM and are the de-facto standards within SAP for Incentive and Commissions Management.

Now part of HCM, the SPM portfolio, together with SuccessFactors Compensation and Employee Central, create the foundation of SAP's Total Rewards story, a huge unique differentiator in the marketplace.

KEY RESPONSIBILITIES AND TASKS

Solution Advisor is a customer-facing role mapping product capabilities to requirements of prospects to support the selling of solutions and services. Serve as domain experts and spokesperson(s) for designated solution or product segment. Primarily responsible for pipeline growth, deal support, and market development. This role is responsible for SPM deal support across net-new and existing customer opportunities, and support stakeholders in SPM Sales to grow SPM revenue.

Senior Solution Advisor has a thorough understanding of SAP Solutions, their features and functionalities.

• Provides sales cycle support on solution/LoB specific solutions
• Is responsible for key activities during the 'awareness and (re) consider phases of the customer lifecycle
• Responsible for identification and Implementation of solution/LoB pipeline build strategies and scale initiatives resulting in increased solutions/LoB pipeline, revenue, and elevation of SAP's leadership position in an industry segment for both Software and Cloud environments cross- industry and customer segment.
• Understand our competitive advantage for customers and prospects
• Execute scalable program/ activities in focused solution/ LoB segments
• Internally recognized senior on complex solution/LoB business matters
• In addition, may provide focused support to sales and the VAT during the 'evaluate and select' phases of the lifecycle, extending the solution expertise of the team, where needed.

Identification and execution of sales strategies and programs

• act as a senior advisor in SAP's solutions/LoB portfolio and serve as a primary conduit between Solutions Management, Global and RegionalLob/ISG business units and field sales organizations
• oversee, influence, and track the execution of key solution/ LoB field sales priorities
• Interact with other members of the VAT (Presales, IVE, CCO) to ensure a consistent approach is followed and synergies are identified and taken advantage of

Execute the GTM plans for the solution

• contribute to high-quality business plans which clearly articulate solution/ LoB strategy, GTM activities and key execution steps. This could include areas such as: enablement, launches, ramp-up, solution strategy and roll-in, pricing, investment cases, M&A, strategic partnering.
• Demonstrate the ability to contribute to the development of a customer roadmap from their current IT environment to a Cloud environment
• Ensure an effective transition to the Services and BTS organizations as needed
• Maintain a post sales relationship with the account as it relates to implementation phase, and as a starting point of new demand generation for a new sales cycle

Influence and implement solution/ LoB strategies in targeted sales cycles

• Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and solution cross-selling
• Tasks:
• Adopt standardized approaches for value-based sales activities on focus industries/solutions.
• Enable the field and support roll-out of new field training; may conduct in class training for specific industries and contribute to e-learning content.
• Act as trusted advisor for internal and external customers.
• Coach internal customers on our products and solutions and how to position them with our clients.
• Maintain awareness of implementation issues and factor this knowledge into all activities and materials.

EXPECTATIONS AND TASKS

• Engage with customers on SPM-related opportunities
• Customer-facing demos and presentations (Delivery and Configuration where necessary)
• Discovery Calls
• RFPs / RFIs
• CE&X support for existing customers
• Partner support
• Participation in SPM Presales enablement
• Support SPM GTM and Marketing efforts
• Support events and trade shows (virtual or in-person)
• Other sales and presales-related activities (Trade shows, Customer events, Internal Webinars, etc)

EDUCATION AND QUALIFICATIONS/ SKILLS AND COMPETENCIES

WORK EXPERIENCE

• 3-5 years Presales experience
• Strong background in Sales Performance Management (SPM)
• Strong leadership and executive presence skills
• Must possess excellent communication skills
• At least 5 more years of professional experience
• Experience in sales and presales processes

Education

• Bachelor equivalent: minimum requirement
• Master equivalent: optional

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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: .

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 ) .

EOE AA M/F/Vet/Disability

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is USD) USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits ) .