Digital Solution Advisory - Business Architect

We help the world run better

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 AdvisoryBusiness 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 AdvisoryBusiness 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 AdvisoryBusiness 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 AdvisoryBusiness 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 AdvisoryBusiness 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