Digital Solution Advisory

We help the world run better

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

SAP Digital is one of the leading and most innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. The purpose of the organization is to support the Customer Success board area with a broad range of services and methodologies across the customer journey to guarantee the acquisition of net-new customers and the successful adoption and expansion of our products. Most importantly, helping more customers run better ultimately translates into a safer, cleaner, more connected, better enabled, and more equal world.

SAP Digital team prides itself not only on the outcomes, but on exemplifying our company values: Build bridges not silos, embrace differences, keep the promise, stay curious, tell it like it is, and live the leadership credo.

JOB PROFILE

The Digital Solution Advisory Business Architect is a customer-facing role mapping product capabilities to requirements of prospects to support the selling of solutions and services with a specialization in the nuances of digital sales techniques. Serve as domain experts and spokesperson(s) for designated solution or product segment. Primarily responsible for integrating SAP knowledge with modern digital sales methodologies, ensuring effective communication of product value and facilitating tailored solutions proposals for clients.

KEY RESPONSIBILITIES AND TASKS

These are some of the responsibilities you will have:

Area 1: Deal Support

The Digital Solution Advisory Business Architect, leads and manages all pre-sales engagements for a given set of opportunities aligned to a group of sales teams. S/he works with the sales teams and SAP partners to support sales strategies by engaging the appropriate team. A Digital Solution Advisory Business Architect must possess strong solution selling and value-based selling skills, and be able to mentor and coach the assigned Digital Solution Advisory team members in support of sales cycles.

Deal Execution Tasks:

• Be the single point of contact for Sales into the Digital Solution Advisory organization in support of their sales opportunities.
• Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews.
• Work directly with each Sales AE to assess the right time to engage Digital Solution Advisory resources and approve/deny the use of specialists in those sales opportunities.
• Assign the right Digital Solution Advisory team members to work each qualified sales opportunity in their territory (assign the VAT team). 
• Maintain intimate knowledge and status of each sales opportunity where Digital Solution Advisory team members are being used and raise “red-flags” to the Sales Management when obstacle’s arise in the account.
• Personally get engaged in supporting the key deals in the territory through customer interactions and presentations where qualified.
• Utilize CRM and other reports to provide feedback to sales on the effectiveness of Digital Solution Advisory in supporting their accounts.
• Enforce consistent pre-sales processes, including CRM-based opportunity management. Spearhead in-depth discovery sessions with potential clients, laying the foundation for robust, lasting relationships, curation and upkeep of a sophisticated asset library, to ensure superior demos and presentations while optimizing for volume and efficiency in our no-touch/low-touch transaction methods.
• Exhibit an expert ability in devising customer roadmaps, ushering them from their existing IT landscapes to innovative Cloud realms Their contribution will extend to enhancing RFx completions, ensuring our proposals exude expertise. Embracing the digital age, they will employ tools like the SAP Virtual Studio and OBS technology, ensuring their remote presentations are as impactful as in-person.
• Their involvement extends post-sale, overseeing smooth transitions, and they will be the maestro behind the powerful narratives for high-profile events and presentations.
• Maintain high-level knowledge of SAP’s entire portfolio with focus in SAP Cloud ERP solutions and key competitors

Area 2: Demand Generation

A Digital Solution Advisory Business Architect will play a pivotal role in demand generation. Their expertise is not just in knowledge but in application – leading webinars, and aligning with Marketing and DG priorities, ensuring we're always a step ahead in our outreach. Their deep understanding allows them to advise in APM - TPM, positioning themself as an expert in SAP's solutions/LoB portfolio. Beyond this, their collaboration with DG and marketing teams becomes strategic. They are not just crafting content; they are moulding our demand generation narrative, ensuring every campaign, every content piece underscores our unique selling propositions and addresses the core challenges of our target market.

Area 3: Digital Content for customer facing Situations

Their mastery over SAP offerings allows you to not only curate but also innovate digital content for customer-facing situations. By aligning content with advanced solution insights and market trends, they will ensure that our digital materials are both compelling and strategically positioned to address complex customer scenarios.

Area 4: Sales Enablement:

With their advanced knowledge, the role of a Digital Solution Advisory Business Architect in sales enablement is pivotal. They will lead training sessions, imparting nuanced understanding and actionable insights. Their expertise ensures the sales team can translate product functionalities into tangible benefits for clients.

EXPERIENCE AND LANGUAGE REQUIREMENTS

• Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
• Candidate will bring a distinguished combination of digital proficiency, technical acumen, and seasoned customer engagement expertise. A solid foundation of >5 years in (digital) presales, technology consulting, or a comparable customer-facing role is essential, with a demonstrated proficiency of at least one solution/LoB segment together with a demonstrated history of leveraging digital tools and methodologies to drive sales and client engagement
• The candidate should have a track record of successfully navigating complex digital solution presentations, adeptly handling technical challenges, and building collaborative bridges between sales, technical, and digital teams
• Experience in driving digital transformation in presales, advocating for the adoption of innovative digital tools, and steering teams through intricate digital sales cycles is imperative

#SAPDigitalHubCareers #DHQ1

We build breakthroughs together

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.

We win with inclusion

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: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 388258  | Work Area: Presales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.