Customer Advisory Specialist

Job Description

We help the world run better
At 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.

The Customer Advisory Specialist possesses knowledge of SAP and partner software solutions and participates in sales cycles as a member of the virtual account team in support of the sales account strategy

A Customer Advisory Specialist interacts with prospective customers mostly from Corporate segment (small & medium customers) through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role of the Customer Advisory Specialist during an active sales cycle is to gain acceptance from the customer that SAP solution(s) can solve the customer’s problem and is the right choice over the other competitive offerings. In addition to deal support, a Customer Advisory Specialist collaborates with Marketing and teams from Partner organization in order to support events, create leads and pipeline, plan and execute business development strategies.

Deal Support

· Compose and deliver superior presales presentations covering SAP and partner software solutions to prospective customer audiences. The presentations must articulate SAP Cloud strategy, the sales message, differentiate SAP with AI & Business Data Cloud innovations, and leave a strong and positive impression to audiences which can include senior company executives.

· 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 deep knowledge of SAP Cloud , Business Data Cloud solutions and embedded AI in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.

· Execute proper Deal qualification with SAP Sales team, collaborate with SAP Digital teams

· Support RFx completion in support of customer proposals.

· Ability to effectively present to customers “remotely” using virtual technologies

· Provide limited post-sale support to key customers and in collaboration with SAP post-sales teams primarily to the project/implementation team to ensure a smooth transition.

· Able to lead as a Solution Captain when deals require complex solutions and require multiple presales participates to support a successful customer presentation or demo.

· Effectively leverage support teams who are there to support presales success. (Global / Regional Solution Specialists, CoE, Value advisory and Industry, Solution HuBs, Deal Advisors, Solution Experience, Product Management).

Demand Generation

· Support with content one-to-many sales and marketing events both on-site and remotely.

· Lead & support discovery workshops to promote new and innovative solutions for customers and prospects.

· Collaborate with the sales team to identify whitespace opportunities at accounts.

Sales Readiness

· Develop close relationships with SAP sales teams in order to promote effective sales methodologies

· Participate in demo system design and planning and assist in configuration if needed.

· Serve as a champion for or participate as a leader in Solution Hubs and provide knowledge transfer to colleagues as needed.

WORK EXPERIENCE

· 3+ years of presales or consulting experience

· 3+ years of solution experience

· Demonstrates 3-5 successful engagements orchestrating small teams on small-mid-sized deals

· SAP Cloud knowledge on end to end processes/solution matching

· Experience in sales and sales processes

· Excellent presentation and communication skills English: proficient

· Fluent/Native Romanian

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

· Bachelor equivalent: minimum requirement

· Master equivalent: optional

· MBA / Ph.D.: optional

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 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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.com.

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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

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

Requisition ID: 433029 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid