Solution Advisor Senior Specialist

6 months ago

Gurugram, India SAP Full time

We help the world run better

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

This purpose of this role is to help SAP customers understand the capabilities and business value of the SAP Business Network, with particular emphasis on supply chain and direct material procurement. The role of the solution advisor is to understand a prospective customer and its challenges, provide compelling and memorable solution demonstrations, and be a trusted advisor through strong business acumen and product knowledge. The solution advisor must help the customer envision an end-to-end business process which involves multiple applications including SAP ERP, Integrated Business Planning, Production Planning/Detailed Scheduling, Business Network applications, and other complimenting solutions. The Solution Advisor will be a key participant in sales cycles as a member of the virtual account team in support of the sales account strategy. The Solution Advisor interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations, and follow-up discussions.

EXPECTATIONS AND TASKS

Product Experience:

Expert understanding of end-to-end core business processes of collaboration with direct material suppliers and contract manufacturers. This includes workflows with advanced planning systems in the planning horizon, collaboration on the purchase order lifecycle in the execution horizon, and exchange of quality notifications and inspection documents. Ability to facilitate customer discussions and elaborate on the areas of proposed improvements. Good understanding of broader Business Network solution areas including Commerce Automation, Logistics and Asset Collaboration. Knowledge of the sales and operations planning process. Ability to articulate how these different solution areas fit together in the context of business execution. Knowledge of different planning solutions, including SAP ERP, Integrated Business Planning, and non-SAP planning solutions. Knowledge of technical integration options between buyers and sellers. Good understanding of direct material invoicing process Ability to demonstrate our solutions in a business value-oriented context.

Deal Support

Compose and deliver superior sales presentations covering SAP and partner software solutions to prospective customers. Collaborate with sales teams on deal strategy and support the presales tasks of agreed upon strategy. Provide support for initial customer discoveries to determine if their requirements fit your solution. Supports business value creation in all accounts by leveraging presales value cycle process (Engage, Plan, Discover, Prepare, Dry-Run, Present, Wrap-up) Complete sections of SAP responses to RFIs and RFPs. 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. Ability to effectively present to customers “remotely” using virtual technologies (SAP Virtual Studio, Teams) and support the creation of digital assets. Communicate the business requirements to project/implementation team after completion of sale to ensure a smooth transition from presales to implementation stage.

Demand Generation

Collaborate with sales teams to participate in various one-to-many lead generating activities. Participate in account strategy sessions with the intent of developing solution “whitespace” recommendations, target solution lists, and proposed demand generation plans. Supports SAP Partner development and maturation to help drive partner sales.

Sales Readiness

Stays current on all new solution updates in their primary and secondary solutions. Understand competitive solutions. Actively participates in their Solution Community of Practice Mentor other Solution Advisors to enable them to support Level 1-2 deal support in your solution area.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

University degree Business expertise in Supply chain planning and/or execution. Good understanding in broader Supply Chain processes is an additional advantage. Highly self-motivated Strong verbal and written communication skills Languages: Proficiency in business English Ability to create and deliver PowerPoint presentations conveying technical information and hold attention of large audience. Ability to clearly explain complex information to SAP customers. Ability to act as a Solution Captain (lead SE on the Virtual Account Team with the responsibility of coordinating all other SE’s on the Virtual Account Team) Travel: no restrictions to global travel. Majority of travel will be in the region.

WORK EXPERIENCE

Five (5) years of selling experience of enterprise class software. Ten (10) years of functional work experience including at least five (5) years’ experiences in supply chain planning, material procurement, or other supply chain execution applications in a consulting, Presales or solution management role.

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