SAP Concur Customer Improvement Expert - Make Value Visible Advisor Job

Job Description

Requisition ID: 235800
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Locaton: Mid-West, Virtual

The Making Value Visible (MVV) Team is part of Customer Improvement, within the Enterprise America’s BU. Customer Improvement is charted to catalyze a shift in go-to-market mindset from product and feature focused to driving value for our customers through improvement of their business outcomes. The MVV team institutionalizes a business outcome mindset with all stakeholders (Marketing, Sales, Solution Consulting, Client Development) through the MVV Program. This program consists of many assets, customer metrics, coaching and collaboration to drive consistency and customer-focused business outcome marketing, sales, sc and client engagement interactions.

As an integral part of the Customer Improvement organization, the Expert MVV Advisor must have a have a measurable track record and passion for understanding value in the sales process, ensuring customer success, thought leadership, coaching, value realization and process improvement. This person will take a lead role in building out the MVV Framework, evolving the vision for the MVV Program, driving requirements for expanding customer data use and collaborating closely with the MVV Team and others across Customer Improvement. This person will also need to work extensively with other functions and leaders both within and beyond the ENT Americas BU.

The program must align with key strategic ENT BU initiatives and development goals for the field. This position requires a results-oriented individual that is passionate about Amplifying the success of others through the BU in their effort to drive success and value for our customers, ultimately impacting pipeline and ARR growth.

Responsibilities for this role include but not limited to:

• Innovates/Productizes MVV (In collaboration with overall MVV Team)
  • Takes a lead role in the buildout of existing MVV activities and drives the vision for the future of the MVV Program
  • Applies a Program Management approach using business acumen, observations and field input to maintain a 24+ month vision of MVV
  • Always considers scale and operations when evaluating new tools, updating existing parts of the program
  • Creates and maintains customer/prospect facing documentation of the MVV program that can be used as a differentiator for SAP Concur in the market
  • Updates the various tools, documents, and videos needing to be refreshed with deep MVV knowledge
  • Ensure the MVV Program provides tools, assets and resources needed to support the Value Consulting activities
  • Contributes to a MVV community, shares successes, best practices
• Drives innovation and expansion of leveraging customer data to power MVV Programs
• Drive the global MVV methodology and partner program strategy including methodology refinement, content creation/development, enablement/adoption
• Interfaces outside of SAP Concur to drive awareness and alignment of MVV Programs across SAP including XME, Presales, Customer First, and other LoBs as appropriate.
• Act as thought leader and influencer on the topic of MVV
• Drives thought leadership and best practice consistency and use across the broader BU community
• Curate and/or build customer-facing methodology materials, artifacts, deliverable templates, and other key assets required to enable a strong foundation for the MVV and broader CI to be successful.
• Proactively drive increased MVV specialization through adoption of prescriptive enablement and accreditation via role-based curricula
• Drive adoption of new courses, accreditation, content, tools
• Excite the field to be part of one global community including providing a forum to exchange best practices, ideas, thought leadership including the ability to share “in the moment” experiences from customer engagements. This includes exploring new tools, technologies and ways information can be shared in a meaningful way.
• Measure and monitor results for the programs under management, providing periodic progress reports and updates as needed to MVV & BU leadership.
• Works cross functionally to provide thought leadership
• Coaching –
  • Creates coaching sessions for other Directors & teams around specific new topics/metrics
  • Shares feedback on observations in field while coaching individual contributors
• Collaborates –
  • Creates and manages advisory board and community together to ensure each segment’s needs are represented
  • Gains insights on program success and evaluates new tools for scale, relevancy, addressing gaps/needs
• Observes – Attends any combination of the following: business reviews, customer conversations, Fusion/Fusion Exchange, sales meetings product demonstrations, whiteboard sessions, etc. to determine best practices for framework, next iteration, conducting relevant coaching.
• Researches – understands competitive industry and what other companies/competitors are offering in regards to Business Outcome and customer success that can contribute to MVV Program Success and best practices

Required Skills

• Minimum of 10 years in high functioning client development, sales, or solution consultant organizations
• Value-based ROI experience – creating and delivering
• Strong business acumen around client business challenges, KPIs
• Familiarity and ability to align SAP Concur MVV programs with the broader SAP suite of services including Intelligent Enterprise and overall Spend Management
• Strong knowledge of Concur applications
• Strong problem solving and critical thinking skills
• Proven track record of working with all levels of SAP Concur field executives
• Demonstrated track record of self-starting and risk-taking
• Creativity, ability to get scrappy, and focus on the job to be done mind frame key as we expand this program.
• Excellent presentation and delivery skills with demonstrated acumen in adapting content by role
• Excellent oral and written communications skills with a flair for story telling
• Naturally inquisitive with the ability to influence and convey confidence in an executive environment, exalting the mutual benefit of MVV team
• Clearly demonstrated organizational and time management skills
• Up to 25% travel
• Be aware of, and comply with all corporate policies

WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

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 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. (Americas: [email protected] or [email protected] , APJ: [email protected] , EMEA: C [email protected] ). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

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.

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