SAP Industry Value Engineering (IVE) Principal, Management Consulting, Australia Job in Melbourne, Australia
Requisition ID: 119860
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
As a market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Industry Value Engineering Principals provide sales cycle support utilising the IVE toolset. Deliver value cases per designated accounts, including elements of ROI and TCO analysis, risk management procedures, change management implications, SAP benefits, strategic IT portfolio options, digital transformation strategies.
IVE Principals lead the development of process improvements and best practices. Support development of pipeline build strategies and scale initiatives resulting in increased industry pipeline, revenue, and elevation of SAP’s leadership position in one or more industry segments. Recommend and implement process improvements and best practices. Conduct comprehensive whitespace and market analyses.
EXPECTATIONS AND TASKS:
- Create content in pursuit of targeted sales opportunities. Contribute to the delivery of the advisory engagement, conduct client interviews, build the business case, etc.
Contribute to high-quality business plans which clearly articulate the SAP value proposition and key execution steps
Contribute to the demand generation, thought leadership & enablement building value assets, research clients, perform strategy analysis, financial analysis, peer analysis, value chain analysis
Leverage existing material and tools to develop deliverables. Build financial benefits analysis model. Review and improve deliverables based on feedback and coaching. Write and or contribute thought-leadership to compelling SAP industry value proposition white papers.Area 3:
Support implementation of IVE strategies in targeted sales cycles. Execute strategies to engage SAP partners in areas such as business development, packaged solution development and industry solution cross-selling
Support customer benchmark processes for best practices and value achieved. Leverage standardized innovative approaches, tools, methodologies, industry/line of business-specific content used in IVE engagements, etc..
5-8 years of professional experience, including at least one industry/solution segment.
Some experience in management consulting or demonstrable project based experience showing this competency
Strong strategy analysis, business and financial acumen, industry focus preferable
Experience with IT / business alignment issues
Account engagement design and facilitation
Experience in executive interview techniques
Some experience in the design and facilitation of executive workshops aligning diverse perspectives and expectations
Experience in account management, preferably large accounts
Ability to build and retain strong customer relationships
Ability to be able to lead large, complex engagements
Experience with business case creation, analysis, and research
Knowledge of value selling methodology & processes, opportunities, value chain and ecosystem analyses experience
Excellent communication and presentation skills - both written and verbal
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPENTENCIES:
MBA or equivalent degree required from accredited university
Tertiary degree qualifications in a similar field of study
Outstanding presentation demonstration skills
Be comfortable and charismatic when speaking to, demonstrating software to, or presenting to large and small groups of senior business or technical decision makers
Capable of adapting messages dynamically to effectively communicate with both business and technical audiences
Ability to quickly understand complex, new technologies and their application within enterprise software solutions.
Ability to track, evaluate and educate relevant knowledge about current and future trends in technologies, business market conditions, and the competitive environment related to the products and customers
A blend of curiosity, creativity, persistence, commitment, passion and optimism
Able to work systematically and logically to resolve problems, address opportunities, or manage the situation at hand; ability to identify causes, relationships, and implications
Able to act on opportunities for solving problems to increase business, or meet objectives before being asked or required to do so
Ability to maintain focus and stay in control under stressful and challenging circumstances
Capacity to understand the agendas and perspectives of others, recognize and effectively balance the interests and needs of one’s own group with those of the broader organization
Capacity to understand business concepts and practices, keep up to date with business trends and developments; work to create new solutions for customers and competitive advantage for SAP
Clearly expresses ideas, thoughts, and concepts, in writing using correct and appropriate format, organization, and structure
Bias for action & can-do approach
SAP has been recognised by the Workplace Gender Equality Agency (WGEA) as an Employer of Choice for Gender Equality
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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: firstname.lastname@example.org ). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: Virtual - Australia