SAPSolution Advisor Senior Specialist - CSM for Strategic Account team

We help the world run betterAt SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.   What we offer 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!    The SAP Academy for Customer Success is a global development program designed for talent who are early in their career   Who You’ll become A Solution Advisor works closely with our customers and prospects to identify and solve business challenges and meet their strategic objectives using SAP solutions. As a part of the sales team, a Solution Advisor is the “subject matter expert” responsible for the functional and technical knowledge within the sales cycle. A Solution Advisor provides deal support by participating in discovery sessions, executive meetings and presentations and delivers software demonstrations that help the customer understand SAP’s unique value proposition. In addition to deal support, the Solution Advisor participates in marketing events to generate demand, leads Design Thinking sessions, and collaborates with the broader sales team to identify whitespace opportunities at existing accounts.     What You’ll Do As a Solution Advisor within the SAP Academy for Customer Success, you will be responsible to: •    Successfully complete a 10-month program that strengthens a foundation for a successful customer-facing career at SAP.•    Participate in experiential learning opportunities with colleagues from all over the world and acquire a wide variety of business, industry and SAP solution skills while working with emerging and cutting-edge technologies.•    Receive on-the-job training under the mentorship of a senior Solution Advisor colleague while working with our customers to gain real world experience and acquire the skills necessary to help guide our customers through their Digital Transformation journey.      The program will enrich your knowledge of SAP and give you the professional experience to serve our customers. We offer full-time employment from day one with practical learning applications for your role.  After successful completion of the program, you are expected to lead customer discovery sessions and survey activities to uncover business challenges and opportunities for innovation. You will create and deliver high impact and engaging software demonstrations that compel the customers to select SAP over other competitive offerings. You will also provide demand generation support through marketing events and deal execution support by responding to request for proposals.

OverviewBrings impactful industry insights into customer engagements and closes deals with customers. Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Develops strategies for driving and closing strategic and/or prioritized opportunities. Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Mentors others and develops strategies for best practice sharing across subsidiaries. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high-propensity accounts. Mentors junior team members. ResponsibilitiesBusiness Relationship Management The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity.   Conflict Resolution The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.   Creativity The ability to apply ingenuity, inventiveness, and imagination to the inclusive design and construction of a product, service, program, or initiative.   Change Management The ability to define and implement procedures and/or technologies to deal with changes in the environment. This may include adapting to change, controlling change, and/or affecting change. Conflict ResolutionThe ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.   Consultative Selling The ability to understand customer needs through dialogue before recommending products/services. CreativityThe ability to apply ingenuity, inventiveness, and imagination to the inclusive design and construction of a product, service, program, or initiative.   Decision Making The ability to make decisions in a fast-paced, rapidly changing environment. This includes the ability to define, diagnose, and determine an appropriate resolution, recommendation, or decision while considering alternatives and factors (e.g., resources, costs, tradeoffs).

OverviewMicrosoft believes that Digital Native Startups and Unicorns have the potential to change the world. These companies are transforming e-commerce, fintech, social media, gaming, and more. They have given us cutting edge applications that are changing the way we live and work. With Microsoft Cloud, we aspire to empower every Startup and Unicorn to innovate and scale our platform, and to grow through our regional ecosystem of customers, developers, partners and investors. You will be a part of the Azure solution engineer team, that acts as trusted advisors and subject matter experts in Azure. You will work with customers to realize their Cloud & AI transformation journey through cloud computing. We also support customers in evaluating their applications and business requirements, recommend solutions that meet their requirements, and demonstrate these solutions to win technical decisions. Microsoft Solution Engineer Managers build, develop and lead teams of Solution Engineers to identify and win over the technical decision makers in the Business and IT department of our Enterprise Customers. You and your team will drive technical decisions for the customer that helps them achieve Business value with the Microsoft Azure Platform, and thereby secure long-term sustainable growth for Microsoft. As a Solution Engineer Manager, you will be a key leader in helping customers embrace and succeed through Cloud & AI transformation.  You will have proven experience developing a high-performance team through continuous coaching, and inspiration and excel at developing strong relationships and leadership connections to understand customer needs and partner ecosystems and the ability to leverage partner solutions to solve customer needs. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. Responsibilities• People Management: You will deliver success through empowerment and accountability by modeling, coaching, and caring as well as develop, lead and coach a diverse and high performing technology specialists’ team that helps customers make sound technical decisions and maximize the adoption and value of Microsoft solutions. • Scale Customer Engagements: You will enable and empower team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes, aligning goals across solution areas and facilitates cross-selling with various workloads (e.g., AI, Apps, Data & Analytics and Infrastructure). • Your practical experience will increase deal velocity by assessing the progress of technical engagements at every stage, and by orchestrating your Team, other Microsoft technical resources and Partners on digital transformation deals. • Scale Through Partners: You will maximize area-level capacity and capabilities of scaling through partners by coaching the team to grow partner network, identifying gaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). You will raise escalations or alleviate blockers through collaboration with manager-level counterparts in cross-functional groups. • Build Strategy: You will build compete strategy, coach, and provide support to internal teams and work with local marketing teams to shape corporate domain messages. • Solution Design and Proof: You will oversee, coach team in guiding customers through digital transformation solutions and applying advanced sales methodologies, while envisioning new and innovative solutions that use Microsoft technology to meet customer needs and identifying new technical and business trends/needs serving as the voice of the customer (VOC) to Microsoft. • Build a learning culture in your team to build deep skills in Cloud and AI technologies, architectural knowledge of the Microsoft Cloud and in the Microsoft enterprise story.

OverviewMicrosoft Innovation Hub empowers customers to overcome their business challenges through innovative engagements that integrate multiple areas of expertise. We drive AI transformation by leveraging evolving needs and emerging business opportunities. As the future of technologists and enterprise technical sellers, we guide customers from envisioning solutions to implementation. We deliver the Microsoft value story through immersive experiences, strengthening customer trust through deep engagements in exceptional environments. Responsibilities• Delivering customer engagements: Prepare and deliver technical engagements including strategy sessions, envisioning workshops, architecture design sessions and rapid prototyping to demonstrate key capabilities, validate against identified risks and finalize technology choices. • AI Transformation Leadership: Be the trusted voice within the business and for customers on the latest AI platform and technology trends, guiding their transformation journeys. By prioritizing AI use cases through design thinking workshops, you will lead these journeys effectively. You will be a valued contributor to Microsoft’s strategy in your area, ensuring the Hub is proactively aligned with the right customers to drive real impact. • Strategic Vision and Planning: Own and execute a clear strategic vision for AI transformation initiatives on a set of targeted accounts, aligning with organizational goals and customer needs by collaborating and orchestrating cross-functional teams. • Solution Design and Architecture: Develop comprehensive solution architectures based on patterns and practices that are tied to customer requirements and ensure that solutions are scalable, secure and optimized for performance. By utilizing consultation skills, you will uncover and prioritize opportunities, ensuing solutions are addressing real customer needs. • Cross Platform Collaboration: Adopt a holistic approach to integrate capabilities across the entire cloud platform, identifying synergies and optimizing cross-platform integration. You will work with your peers and stakeholders to make the Innovation Hub the home of Cross Solution AI Transformation. • Technical Depth: Maintain and grow expertise in AI solutions that will include services like AI Foundry or Fabric Data platform. Develop skills in AI management and security, real-time intelligence, and application architecture to support AI transformation initiatives. Stay updated with the market trends and collaborate within technical communities.