Solution Advisor Senior Specialist

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

**Company Description**

Are you a self-starter and an innovator? Can you think on your feet? At SAP Concur you will find a culture that rewards such entrepreneurial spirit. We empower our staff to make their own decisions for growing the business. We are looking for like-minded people who can share our passion for bringing clarity to business spend to help our clients make great business decisions.

**Job Overview**

In this role you will work closely with SAP to provide solution and business process consulting to facilitate closing sales with Enterprise companies in the Middle East & Africa. As an expert on Travel & Employee Spend Management you will support prospects and existing clients on transforming and reengineering existing processes to improve their business. You will demonstrate how SAP’s products and services uniquely meet these objectives during the sales cycle.

**Critical Performance Competencies**:

- Can identify key value drivers of a customer’s business and use that information to customize your engagement approach.
- Able to effectively offer customers/prospects a unique perspective teaching them new & unique insights that lead to SAP's vision, products and services.
- Uses professional concepts, creativity, and sound judgment to solve a wide range of difficult problems in imaginative and practical ways.
- Aligns SAP Concur’s unique value and insights to key customer priorities, reframing the way customers view their business.
- Can present a logical premise in an assertive and constructive manner that results in a prospect or client agreeing to make a decision or take an action.
- Uses rational and emotional drivers that would appeal to customers to lead conversations in SAP’s favour.
- Distils complex concepts into digestible messages and presentations.
- Top notch presentation skills and use of AI technology.
- An innate curiosity for technology and your clients’ businesses.
- Builds and maintains trusting relationships with your sales teams.
- Adjust to new, different, or changing requirements.
- Listens with objectivity and checks for understanding.
- Persists despite obstacles and opposition or setbacks.
- Able to work independently, receiving no instruction on routine work and only general instruction on new assignments.
- Excellent listening, written and verbal communication skills.

**Responsibilities**:
Demonstrations & Presentations
- Prepare and deliver compelling product demonstrations and presentations for the SAP platform and all Concur services.
- Develop and maintain expert knowledge of SAP products and services.
- Maintain knowledge of competitor’s products, company direction, financial stability, etc.; Keep current with industry events, product offerings, etc.

**Consulting**
- Tailor your approach to each client engagement by researching the prospective company and industry, and understanding how our solutions drive value with different personas and stakeholders in a client organisation.
- Understanding the customers business process and able to highlight areas of improvement using the SAP platform.
- Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to SAP solutions.
- Coach customer stakeholders and build consensus for SAP solutions within their organization.
- Strategise with sales team members to identify approach most likely to persuade prospect to change existing behaviours, and to solve deal-level challenges.
- Collaborate with your sales team to increase sales velocity and volume and deal size.

**Administration / Other**
- Provide advice and guidance to other Solutions Advisors as requested, including participating in the professional development of new Solutions Advisors.
- Provide input on prospect requirements/concerns to Product Marketing teams.
- Participate in territory planning and deal reviews.
- Assist at trade shows, user conferences, etc. as requested.
- Respond to RFP/RFI’s in conjunction with your sales team.

**Qualifications & Experience**:

- Strong business acumen: ability to interpret and utilise industry and company information to know your clients’ needs better than they know themselves.
- Demonstrated experience in making formal presentations.
- Solutions Consulting experience preferred but is not required.
- Knowledge of travel and/or expense reporting industr