Solution Advisor Manager [Finland]

 

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Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.Apply now!

PURPOSE AND OBJECTIVES

Solution Advisor Manager 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, market development, development of content for solution- based training as well as references for additional market penetration.

SAP is seeking a hands-on Presales Solution Manager to lead the global Solution Advisory team for SAP Business Network focusing on the areas of Logistics/Assets and Supply Chain Collaboration. The position will be required to support a global deployment of Solution Advisory. This person will be responsible for the success of these specific SAP Solutions within the sale cycle including coordinating support from multiple teams (i.e. Business Network Leaders, Solution Experience, BTP Architects, Solution Architects, P&I, Hubs, etc). The primary objective of the role is to manage and lead the Presales team to win business through customer trust, credibility, and strategic assistance. This includes being hands-on with the relevant solutions encompassing Supply Chain Collaboration, Logistics (Freight Collaboration, GTT, Transportation and Material Traceability), Asset Collaboration and to ensure every team member is the solution expert across these SAP solutions including interoperability with SAP IBP and Transportation products. This individual will need to also contain a great depth of industry process knowledge of High Tech, CPG, IM&C as well as Life Sciences.

MAIN RESPONSIBILITIES
Lead a team of Solutions Advisors that aligns Solutions with SAP's GTM efforts (LoB, Industry et al) to build pipeline and enable and accelerate sales execution efforts on a regional and or global basis. Understands solution segment priorities and addressable market opportunities for both Software and Cloud environments cross- industry and customer segment. Ensures that the Solution Advisors in the team take ownership of key activities across the customer lifecycle, focused primarily on the 'awareness and (re)consider' phase. Provides focused, senior, strategic support to sales and the VAT, extending the expertise of the team, where needed. Articulates our competitive advantage for customers and prospects Manages and monitors the implementation of solution/LoB business strategies, objectives, and scalable governance models to successfully achieve targeted solution/LoB segment revenue, margin, and market share goals.

Builds and maintains strategic partnerships with key solutions/LoB segment decision- makers internally and in partner and customer organizations. Manages solutions expertise ensuring business critical & innovative results. Responsible for delivery of outcomes. Directs the implementation and execution of solution/LoB segment functional business plans integrating functional and financial objectives. Represents SAP externally on specific solution/LoB segment subject matters.

KEY TASKS

• Provides overall leadership and management to the assigned Solution Advisors globally
• Defines and oversees the execution of programs designed to win business through customer trust, credibility and strategic assistance
• Provide thought leadership in matters concerning the subject solution, technology and architecture to effectively engage with customers and prospects and execute the processes of customer engagement lifecycle
• Mentor and lead the team to ensure each and every member becomes an expert at the same level including demonstration and presentation skills
• Certification of the team in all relevant aspects of the subject solutions
• Strategically position the solutions as a competitive advantage with Prospects and within existing Clients seeking to renew their subscriptions. Assist all LOB sales organizations with SAP what makes the Business Network so appealing and different from the competitions offering.
• Evaluate existing and emerging competition from a functional and technical perspective including neutralize objections and exploit any weaknesses with the competition.
• Assist Value Engineering in crafting a Value Based POV to help differentiate the SAP solutions Vs. competition.
• Educate Sales and Prospects on the subject solution including architecture and roadmap
• Support Marketing events
• Work closely with Product and Solution Management and provide feedback with specific focus on functionality, performance, robustness, technology, and extensibility.
• Ensure tight collaboration and support from Solution and BTP architect, Hubs and Solution Experience. The support of these teams is crucial in the success of solution overall
• Support key customer engagements with Solution domain expertise
• Collaborate and work with global teams across the globe
• Ensure resources are effectively coordinated and mobilized to provide on-demand access for solution support
• expertise to accelerate deals and enable scale. Oversee effective communities of practice
• based sales activities (pipeline build and sales plays/programs) on these solutions. Act as trusted advisor for internal and
• external customers; role model SAP's values. Help customers become best run businesses in their industry.

ADDITIONAL INFORMATION
As a solution manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelor’s degree in Engineering or equivalent (required)
• Master equivalent: Preferred
• MBA / PhD: Preferred
• Fluent in multiple languages, English and others (preferred as Global role)
• Ability to lead and mentor through hands-on experience. This is crucial and mandatory. To lead a small team of presales you have to know the solution business process and how to present and perform demonstrations.
• Experience in multiple solutions in Digital Supply chain is mandatory in order to mentor the team, effectively.
• Ability to work in an agile development environment and capable of working effectively in cross-cultural, global teams within SAP as well as customers
• Excellent writing, communication, and presentation skills in English
• Strong analytical skills, results-oriented, customer-oriented attitude, good strategic and conceptual thinking skills
• Ability to present complex information in a clear and appealing manner
• Unmatched business process depth within digital supply chain and hands-on knowledge of how our products can be used for the business problems customers face
• Integration/architecture of our products within SAP (in particular IES suite) and with existing ERP systems
• Ability to understand and identify business drivers and to link them to SAP’s strengths
• Constant learning and hands-on experience to ensure team is always updated and constantly evolving to be the best in the industry

WORK EXPERIENCE

• 10+ years in software
• 10+ years Product & Solution management, Product Engineering and presales SAP (combined)
• 3+ years of people management experience (preferred but not mandatory)
• Leadership, drive for results and “can do” attitude
• Strong experience in SAP technology, API, Integration and extensibility (preferred)
• Experience in cloud-based SaaS applications
• Understanding of SAP Supply Chain solution offerings and business process (mandatory)

We build breakthroughs together

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.

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 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: 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.

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: 378545 | Work Area: Sales Support | Expected Travel: 0 - 50% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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