Establish and sustain relationships with senior HR leaders at large companies. Grow conversations to get the customer to think more broadly and identify opportunities for expanded footprint or net new relationship. Collaborate with Marketing to participate at SAP events. Collaborate with Strategic partners.
Build account strategy with AE for large companies and opportunities. Serve as trusted advisor to sales teams.
Lead executive discovery, develop and lead transformational workshops. Develop full story line including case for change and financial assessment. Develop value based strategies and business cases with quantified monetary benefits; Apply value- selling methods, benchmarks and tools to deliver comprehensive value propositions and business content with clear ROI/TCO
Content and enablement:
Develop and deliver workshop deliverables. Able to deliver new enablement content at existing SAP-employee events e.g. FKOM. Mentor senior level new hires. Able to develop new messaging and positioning against the competition and articulate this to both the field and in front of a customer.
Thought Leadership and SAP SuccessFactors Brand:
Regularly publishes content, and speaks at public events. Lead knowledge sharing activities to build knowledge across the team. Share the message and full value of a comprehensive partnership with SAP (e.g. Digital Transformation story). Stays up to speed with what the competition is doing.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Experience leading workshops and/or facilitating meetings with demonstrated ability to present to and for multi-level internal and customer audiences (Fluency interacting at and influencing the c-suite level of customer organizations (demonstrated “executive presence”)
Experience building and retaining strong customer relationships
Thought leadership in human capital management demonstrated through best practice development, involvement in functional organizations (e.g., SHRM), publication of point-of-view white papers or use cases, and/or participation in industry/functional events
Demonstrated success driving performance improvement of a human resources organization (as a practitioner or consultant), including alignment of business/HR strategy, current/future state capabilities assessment, proposal and execution of a business case, and roadmap for HRIS (with technology positioned as an enabler of HR strategy)
Experience partnering with complex sales organizations and knowledge of consultative/value-based selling approaches and processes
Italian or Spanish native language - Fluency in English, Italian and Spanish.
Advanced degree (M.A., MBA, M.S., etc.) preferred
Basic functional knowledge of the SuccessFactors platform strongly preferred, with SAP HCM experience desired
Experience with business case alignment, creation, analysis, quantification, and proposal
Experience developing and maintaining customer relationships/account management
Any other language an asset;
Minimum 10 years HR technology consulting experience; may be a combination of internal HR practitioner experience with 3+ years external consulting/technology sales experience