Value Advisor Expert - Utilities and O&G industries (Madrid / Barcelona)

• Focus on strategic/consultative value selling to customers by collaboratively working with them to link their strategy and business outcomes to the business capabilities that are needed and ultimately to the value of SAP.
• Orchestration of the end-to-end customer collaborative engagement with a specific focus on the business value SAP brings to our customers.
• Engage directly with customers to provide value advisory support, including business case development, financial analysis, and thought leadership. Act as a trusted advisor to drive customer value assurance.
• Lead collaborative customer engagements to assess customers’ strategic objectives, strategize innovation scenarios, recommend key improvement opportunities, execute advanced benchmarking, monitor ROI & TCO analysis and drive the creation of C-level justification for change.
• Provide guidance to customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software
• Lead presentations to C-suite and executive customer audiences showcasing deep understanding of customers’ business landscape and how SAP can drive significant value for customers
• Foster strong collaboration between business and IT teams within large enterprise accounts to ensure alignment on strategic goals. Utilize value enablement frameworks to standardize best practices across regions.
• Leverage industry-specific insights to understand complex value chains and end-to-end business processes across the Utilities and O&G industries, creating value proposals that maximize customer value delivery.
• Establish baseline value driver metrics, track the realization of value post-deployment, and continuously optimize value attainment through ongoing performance assessments.
• Guide partners to use SAP value tools to build the case-for-change enabled by SAP solutions
• Collaborate with cross-functional and cross-geo teams in complex matrix structures to ensure holistic value delivery to customers.
• Grow the Value Advisory practice by improving on current practices and adding to it, ensuring the continuous enhancement and expansion of the consultancy’s value advisory capabilities.
• Lead strategic account planning sessions with customers, facilitate customer visioning workshops, and lead delivery of value focused engagements. In focused industry segments.

• 10-15 years of professional experience in Sales/Consulting/Industry/Line of Business, with at least 5 years in strategy/management consulting or past value advisory experience
• Proven track record in value selling methodology & processes, business case creation, financial analysis, valuation techniques and investment analysis

• SAP portfolio knowledge and 5-7 years prior relevant Utilities and O&G industries experience is required.
• Strong presence in customer-facing roles, including managing business and IT alignment, executive interview techniques, and design and facilitation of executive workshops

• Possess a strong executive presence
• Ability to establish and maintain strong relationships and to influence others and move toward a common vision or goal (both internally and externally)

• Experience in diverse technology landscape and process/technology integration issues

• Must be a creative storyteller
• High Analytical and Problem-Solving Skills
• Teamwork, Flexibility and Proactivity
• Excellent Oral and Written Communication Skills

• Fluency in English and Spanish is required, any other language an asset.

SAP