SAP Concur- Senior Value Advisor, SMB

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.

Job Title: SAP Concur Senior Value Advisor – SMB NA

Employment Type: Permanent, full-time, hybrid (travel up to 15–20%)

Role Overview

The SAP Concur Value Advisor for SMB North America is a customer-facing, sales support role designed to scale value selling across SAP Concur’s corporate segment through digital-first, one-to-many engagement models.

This role sits at the intersection of value advisory, digital innovation, and sales execution, leveraging AI, automation, and reusable digital assets to showcase the business value of SAP Concur solutions on a scale.

As a pioneer role, the SAP Concur Value Advisor for SMB will help define and mature a new operating model that shifts value advisory from high-touch engagements to low- and no-touch scalable digital motions, accelerating deal velocity, increasing win rates, and enhancing customer experience.

The role builds on the core principles of digital and value advisory, including enabling customer-facing teams to deliver consistent, high-quality value storytelling through standardized and automated approaches.

Key Responsibilities

Customer Value Advisory

• Lead customer engagements to identify business challenges, value drivers, and transformation opportunities.

• Develop and deliver business cases, value assessments, and ROI models aligned to SMB-specific needs.

• Conduct discovery sessions and support customer journey mapping toward T&E transformation outcomes.

• Present tailored value propositions to executive stakeholders in virtual and digital formats.

• Act as a T&E expert in customer-facing events and develop thought leadership materials to support demand generation.

Digital-First Engagement & Scalability

• Drive adoption of digital-first, scalable engagement models including one-to-many and low-touch approaches.

• Utilize digital tools (e.g., microsites, video, AI-driven platforms) to deliver value at scale.

• Accelerate deal cycles through standardized, repeatable processes and methodologies.

Content Strategy & Asset Management

• Develop, curate, and manage reusable digital value assets (e.g., business cases, POVs, assessments).

• Ensure content is aligned to regional requirements, SMB use cases, and industry trends.

• Contribute to and maintain a centralized digital asset repository to improve scalability and efficiency.

Sales Partnership & Collaboration

• Cross functional partnership to support pipeline creation and deal progression - Sales (AEs), Sales Development (SDRs), Solution Advisors (SAs), Customer Success Managers (CSMs), Services and partners

• Act as a trusted advisor, subject matter expert and advocate for value-based selling methodologies.

• Contribute to internal initiatives focused on process optimization, automation, and scalability.

Innovation & Continuous Improvement

• Leverage AI, automation, and digital tools to enhance value delivery and content creation.

• Identify and implement opportunities to improve customer experience and engagement models.

• Contribute to the evolution of Adaptive Customer Engagement (ACE) methodologies, tools, and best practices.

Key Performance Indicators (KPIs)

• Contribution to pipeline growth and revenue impact

• Improvement in deal velocity and win rates

• Adoption of digital tools and scalable assets

Required Skills & Experience

• Experience in sales, value advisory, solution advisory, consulting, or related roles

• Strong analytical and financial modeling skills with the ability to translate insights into business value

• Demonstrated ability to communicate complex concepts clearly and effectively

• Experience leveraging digital tools and platforms to deliver scalable customer engagement

• Strong collaboration, stakeholder management, and storytelling capabilities

Education

• Bachelor’s degree in business administration, Economics, Technology, or a related field

• MBA or equivalent advanced degree preferred

Additional Requirements

• Fluent in English (written and verbal); additional languages are a plus

• Willingness to travel as required (15–20%)

Role Differentiation (SMB Focus)

• Emphasis on simplification, scalability, and speed of value delivery

• Focus on standardized, reusable assets vs. bespoke consulting

• Strong orientation toward digital-first, one-to-many engagement models

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, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s 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 annual combined range for this position is 137300-294000USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection 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.

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: 454796 | Work Area: Sales | Expected Travel: 0 - 20% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid