Sales Advisory Senior

Description:

The Fieldglass Solution Advisory Team are subject matter experts in External Workforce programs. The Solution Advisory role is a customer-facing role mapping product capabilities to requirements of prospects to support the selling of Fieldglass solutions and services. Serve as domain experts and spokesperson(s) for designated solution or product segment. Primarily responsible for pipeline growth, deal support, market development, development of content for solution- based training as well as references for additional market penetration.

Key Responsibilities & Tasks

The Fieldglass Solution Advisor - Senior has thorough understanding of the Fieldglass solution, the features and functionalities, business impact and value proposition. Provides sales cycle support on Fieldglass specific solutions. Is responsible for key activities during the 'awareness and (re) consider phases of the customer lifecycle. Responsible for identification and implementation of Fieldglass pipeline build strategies and scale initiatives resulting in increased pipeline, revenue, and elevation of SAP's leadership position in an industry segment for both Software and Cloud environments cross- industry and customer segment. Understand our competitive advantage for customers and prospects. Execute scalable program/ activities in focused Fieldglass segments. Internally recognized senior on complex solution/LoB business matters. In addition, provides focused, senior, strategic support to sales and the VAT during the 'evaluate and select' phases of the lifecycle, extending the solution expertise of the team, where needed.

The Main Areas Of Responsibility Are

1: Identification, development, and execution of sales strategies and programs; act as senior advisors in Fieldglass’ portfolio and serve as a primary conduit between Solutions Management, Regional LoB/ and MU and field sales organizations to oversee, influence and track the execution of key Fieldlglass field sales priorities. Interact with other memebers of the VAT (Presales, IVE, CCO) to ensure a consistent approach is followed and synergies are identified and taken advantage of.

2: Execute the GTM plans for Fielglass; contribute and validate high-quality business plans which clearly articulate the Fieldglass strategy, GTM activities and key execution steps. This could include areas such as: enablement, launches, ramp-up, solution strategy and roll-in, pricing, investment cases, strategic partnering. Demonstrate the ability to provide a customer with a roadmap from their current IT environment to a Cloud environment. Ensure an effective transition to the Services as needed. Maintain a post sales relationship with the account as it relates to implementation phase, and as a starting point of new demand generation for a new sales cycle

3: Influence and implement Fieldglass strategies in targeted sales cycles. Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and solution cross-selling.

4: Adopt standardized approaches for value based sales activities for Fieldglass. Enable the field and support roll -out of new field training; conduct in class training for specific solutions/ Lobs and contribute to e-learning content; coach and mentor internal customers on our products and solutions and how to position them with our clients. Provide on demand access for Fieldglass specific expertise; engage with customers on a case by case basis. Maintain awareness of implementation issues and factor this knowledge into all activities and materials.

Experience & Educational Requirements

Experience & Language Requirements:

• Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of Fieldglass (e.g. through Solution Management, Sales, Consulting or Business Development roles).
• SAP product experience and/or 5-8 years prior relevant External Workforce experience.
• Working knowledge of Cloud in the B2B environment.
• Working knowledge of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks.
• Viewed as Fieldglass expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth.
• Proven track record of success in the selected External Workforce area.
• Customer facing experience.
• Fluency in English, any other language an asset.
• Fluency in the language of local markets desirable.

Education

• Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred