Industry Value Advisor-West Africa
SAP
Lagos, NG,
1d ago

What we offer

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!

THE TEAM

Our mission is to work with our sales and solution colleagues to help shape a Vision-to-Value proposition to help our customers envision their future and create an action plan for technology enabled transformation.

Across our teams, we take responsibility for all elements of customer lifetime value, to deliver on outcomes, and build lasting relationships with our customers.

IVA delivers four main services :

  • Industry Demand Generation : raise the awareness of SAP’s industry capabilities, create sales plays, and partner with sales and solution colleagues to develop SAP’s strategic accounts.
  • Vision-to-Value : engage collaboratively with selected customers and with our knowledge of the industry, discover business goals and challenges and shape an inspiring customer vision that can be enabled by an SAP-supported roadmap to deliver tangible business outcomes
  • Executive Value Proposals : co-create a coherent story of how the customer’s goals are best supported by SAP’s unique value proposition to support investment decision in SAP’s solutions.
  • Value Realisation Validation : for selected customers; assess and document the business (KPI) improvement, the critical success factors, and value enabled by the SAP-based transformation.
  • THE ROLE

    We are looking for an Industry Value Advisory to join our West Africa team working across Industry with the following main areas of responsibility :

  • Making Industry Markets and Generating Demand
  • Market analysis, strategy and industry thought leadership

  • Analyse the industry’s potential and help craft a go-to-market approach to build high-quality pipeline.
  • Develop SAP's industry brand through thought leadership on social and traditional media, content creation, and presenting at industry events.
  • Build and maintain a customer network.
  • Strategic Account Business Development :

  • Partner with field sales teams to identify revenue opportunities and lead account strategies.
  • Align with customer C-level executives to uncover business challenges that can be solved by SAP.
  • Ensure important customer goals and KPIs remain in focus in sales engagements.
  • Executing Vision-to-Value Engagements with Priority Customers
  • Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
  • Lead design thinking workshops to explore new business models and develop future vision.
  • Use techniques such as interviews and process benchmarking to discover value opportunities.
  • Work with solution colleagues to ensure our solution capabilities are connected to value drivers.
  • Identify, calculate, and validate the value potential and ROI of SAP-enabled transformation.
  • Co-creating Executive Value Proposals
  • Work with the account team to ensure compelling industry and value messages are conveyed in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos etc.
  • Assist customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software.
  • Validating Value Realisation
  • Monitor the progress selected customers are making in their SAP-enabled transformations.
  • Through customer interviews and assessments, document the value realised for reference purposes.
  • The requirements of the role are similar in many ways to Management Consulting, however with significantly less travel and more multi-tasking on multiple customer engagements in different stages.

    The successful candidate must be comfortable in a fast-paced, results oriented work environment and be able to develop new expertise in different industries, lines-of-business, and solution areas as required.

    JOB SPECIFIC COMPETENCIES AND SKILLS

    We are looking for a highly motivated, energetic and curious individual who has :

  • A pro-active, flexible and can-do attitude Willing to take either a leading or supporting role, depending on context and team composition.
  • Builds trust with colleagues and customers by delivering high quality results rapidly and reliably. Bridges knowledge gaps by actively networking and seeking out information.

  • An aptitude for industry-based, consultative selling Combines an understanding of industry dynamics, customer strategy and business models to identify and articulate value opportunities.
  • Masters techniques such as workshop facilitation, issue analysis, benchmarking and cost-benefit / ROI analysis to develop clear, well supported recommendations in written documents.

    Delivers crisp presentations to small and large audiences and deals efficiently with objections.

  • Executive and sales awareness Able to shape interventions and communications appropriately with an awareness of the dynamics and incentives of our sales executives and customers.
  • Actively position our services by pro-actively identifying situations where IVA can add value, both internally with account teams and externally with customers.

    Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited.

    EXPERIENCE

    10+ years in roles such as

  • Strategy, business, or technology consulting.
  • Business development or value advisory for software or cloud services.
  • Strategy setting, transformation or P&L leadership in Consumer Industries (Retail, Consumer Products, Life Sciences) related areas.
  • EDUCATION AND QUALIFICATIONS

  • Bachelor degree (or equivalent) required, MBA or equivalent from accredited university preferred.
  • Fluency in spoken and written English
  • Excellent report (PPT, Word) authoring skills using the pyramid principle and with attention to detail.
  • Strong group management and facilitation skills; design thinking or similar methods a strong plus.
  • We are SAP

    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.

    Our inclusion promise

    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 : Americas : or , APJ : , EMEA : .

    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 : 299564 Work Area : Sales Expected Travel : 0 - 30% Career Status : Professional Employment Type : Regular Full Time Additional Locations :

    Job Segment : ERP, Business Development, Consulting, Field Sales, Management Consulting, Technology, Sales, Management

    There’s more to it than coding.

    Learn, innovate, and get rewarded. Be your best in a flexible and collaborative environment. The boldness it took to start our company is exactly what we need to keep growing it.

    That’s why we introduced the Hasso Plattner Founders’ Award the highest employee recognition at SAP. It’s awarded annually by the CEO to an individual or team whose extraordinary achievement best delivers on SAP’s vision and strategy.

    Driven by innovation.

    SAP has continuously evolved to become a market leader in end-to-end enterprise application software, database, analytics, intelligent technologies, and experience management.

    Our customers are solving the world’s hardest problems. As a cloud company we are future-proofing our customers’ business and building systems that provide a foundation for growth and innovation.

    Our vision of the future of enterprise IT is simple software must be hyper-personalized, modular in nature, and support outcome-based business models.

    Not all heroes wear capes.

    The key to SAP’s success? Our people. They are innovators, leaders, and all around great human beings. They come from many different countries, speak many different languages and bring their own unique to the table.

    The key to SAP’s success? Our people.

    We grow. We lead. We innovate together! We believe that the difference between success and failure is a great team. As colleagues, we support, challenge, and inspire one another every day.

    We’re results-driven and ready to go the extra mile for our customers. We all work from different places dealing with different challenges and opportunities.

    But our goal is mutual. We build breakthroughs, together.

    Driven by innovation? It’s in our DNA.

    At SAP, innovation is more than just developing top-notch software it’s creating technologies that open up new possibilities.

    As a cloud company we are future-proofing our customers’ business and building systems that provide a foundation for growth and innovation.

    We know this doesn’t happen by accident, so we provide a working environment that promotes free thinking, bold ideas, and collaboration.

    Of course, having the resources and expertise of a major global organization helps too.

    Got ambitious goals? Achieve them at SAP.

    Stay relevant, agile, successful. SAP’s robust portfolio of learning and development offerings helps you unlock your potential, stay ahead of technology and accelerates your career.

    At SAP, we want to make sure our employees are happy, healthy, fulfilled, challenged and working towards their individual career goals.

    Industry Value Advisor-West Africa

    Requisition ID 299564 Posted Date Jul 23, 2021 Work Area Sales Career Status Professional Employment Type Regular Full Time Expected Travel 0 - 30% Location

    Lagos, NG, 101001

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