Solution Advisor

Description:

The SAP Customer Experience organization is launching an exciting new team that will be laser-focused on building top-of-the-funnel demand with a focus on competitive replacements within the SAP ERP install base. The Business Development Acceleration Team will be responsible for working with regional sales teams to identify top ERP customers to target as part of a structured demand program.

This team will be responsible for
 

• Researching target customers to understand customer priorities and key contacts.
• Developing an account-specific proposal to highlight the business benefits of SAP CX for this ERP customer.
• Aligning with the regional AEs to execute the customer-specific proposal.
• Reporting and analytics on the end-to-end process, including pipeline generation.
   

In this role, the team member will serve as a strategic advisor and will be responsible for defining competitive win strategies for the SAP Customer Experience line of business. In addition, they will be an active participant in demand generation programs and activities. Furthermore, they will provide one-on-one and one-to-many enablement and coaching on winning approaches against CX competitors. Moreover, this resource will be expected to engage in customer meetings and calls face-to-face to help drive competitive differentiation and value propositions in active sales cycles. Finally, this resource will be expected to create and contribute to Internal and external content with SAP differentiation.

Key Activities And Responsibilities Include
 

• Aligning with regional CROs / Sales leaders to identify key customer targets
• Categorizing and prioritizing targets based on CX’s “right to win” space
• Defining data points required for effective customer research
• Crafting business benefit messaging for customer proposals
• Aligning with internal SAP stakeholders for content and message creation
• Creating standardized templates for proposal building
• Defining customer-specific pricing proposals
• Creating feedback loops with regional sales team members
• Defining team performance metrics and standardized reporting
• Leading and mentoring the second team member, including workload prioritization
• Collaborating with sales leadership and CX Solution Experts on proposal delivery and feedback
   

Experience & Capabilities

The ideal candidate will demonstrate a balance of strategic thinking and hands-on execution, with a strong understanding of the CX competitive landscape and how to influence customer decision-makers.
 

• Extensive experience (5+ years) in the Customer engagement/Marketing/CRM business
• Knowledge of the Customer Experience space with previous roles at SAP CX or similar providers like Salesforce.com, ServiceNow, Microsoft CX, Oracle CX, HubSpot, or Commerce Tools
• Strong project management skills
• Executive-level written and verbal communication style
• Proficiency in Excel, Word, and PowerPoint
• Previous experience in sales, marketing, or consulting
   

Education And Qualification / Skills And Competencies
 

• Business fluency in English
• Bachelor's degree (or equivalent experience) required, MBA or equivalent degree preferred.