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Key Responsibilities & Tasks
The Solution Advisor Manager manages the Solution Advisor team that brings expert level solution and business process knowledge to customers by demonstrating a compelling vision of the future with SAP/partner solutions. They manage all solution requirements for the account team, identifying, qualifying, and demonstrating how SAP can provide the best solution to achieve their business outcomes. The Manager engages memorably and guides the delivery of customer experiences with stories that differentiate with business outcomes. They support the team’s activities to ensure
customers fully realize the value of SAP's solutions and are eager to renew.
Account Team Engagement:
Ensure the team engages with customers early in the sales cycle by matching customer needs to SAP solutions and qualifying the opportunity against a probability of success.
Support new sales and adoption via a team with deep solution-specific expertise and competitive differentiation knowledge.
Provide thought leadership to the Solution Advisors and account team on the development of the account strategy.
Guide direct team and account team in creation of overall theme and competitive differentiation (value wedges) and the execution of dry runs on strategic deals and customer engagements.
Engage customers through impactful storytelling.
Provide answers to customer / internal SAP team inquiries concerning advanced solution topics focusing on driving customer success and business outcomes.
Encourage consistent messaging and the employ of digital assets in all customer engagements, including recorded demos, presentations, microsites, and other reusable content.
Provide deep expertise in SCM solutions including areas such as Supply Planning, Design to operate, Logistics, Manufacturing, Asset management, Sustainability, Network Collaboration.
Customer Lifecycle Engagement:
Collaborate with sales, consulting, product management, and marketing teams to align on go-to-market and customer engagement strategies.
Guide the effective transition of key details of deals to on-Boarding teams / partner / Services.
Drive adoption by guiding the team sell the vision and impact of SAP's solutions post-selection.
Provide expertise through customers' successful deployments and realization of value and build the team’s knowledge at the same time.
Encourage the team to expand the SAP footprint by showing how other SAP solutions can be leveraged to address other areas outside of their primary line of business.
Talent Engagement:
Articulate a clear vision and priorities for the customer Solution Advisor team and support the success of direct reports, the account team and all employees in the team surrounding - including partners.
Ensure all contribute to the business goals of SAP and of the customer.
Ensure all are actively transferring knowledge to colleagues - particularly those early on in their learning curve.
Coach and mentor team members on industry trends, solution positioning, and consultative selling skills
Provide feedback, coaching and development opportunities.
Experience & Educational Requirements
10+ years of expertise in Enterprise Applications or Supply Chain Management
3+ years of expertise in relevant Presales, Solution Advisors, Solution Engineering or Consulting roles with in SCM or Enterprise Applications domains.
Strong understanding of supply chain processes and systems.
Customer-first mindset with strong problem-solving capabilities.
Positive, Passionate and Purpose-driven Leadership, drive for results and “can do attitude
Successful experience leading/managing in a team environment and Strong team collaboration and coaching skills.
Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one solution segment / Line of Business (Lo B).
Excellent communication, presentation, and storytelling skills in customer-facing environments.
Ability to influence stakeholders at all levels, including C-level executives.
Working knowledge of Cloud in the Business-to-Business (B2 B) environment.
Proven track record of success in the selected solution/ Line of Business area.
Education bachelor's degree (or equivalent) required
