• Builds strategic partnerships with key decision makers in customer & partner organization
• Represents SAP to customers / partners
• Encourages and develops team to cooperate and to freely express their opinions
• Formulates clear objectives and strategies and work assignments
• Communicates unpleasant messages in a timely and constructive manner to team
• Listens openly and attentively to fully understand ideas and opinions within the tea

This role 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 content created by SAP's Global Digital Content Factory.

Customer Lifecycle Engagement:

• Guide the effective transition of key details from the customer journey to On-Boarding teams / partner / Field 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 in the same.
• Encourage the team to expand the SAP footprint by showing how other SAP solutions can be leveraged to address other areas of their 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 their learning curve.
• Provide feedback, coaching and development opportunities

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