Job Title: SAP Concur Senior Value Advisor - SMB NA
Employment Type: Permanent, full-time, hybrid (travel up to 15-20%)
Role OverviewThe SAP Concur Value Advisor for SMB North America is a customer-facing, sales support role designed to scale value selling across SAP Concur's corporate segment through digital-first, one-to-many engagement models.
This role sits at the intersection of value advisory, digital innovation, and sales execution, leveraging AI, automation, and reusable digital assets to showcase the business value of SAP Concur solutions on a scale.
As a pioneer role, the SAP Concur Value Advisor for SMB will help define and mature a new operating model that shifts value advisory from high-touch engagements to low- and no-touch scalable digital motions, accelerating deal velocity, increasing win rates, and enhancing customer experience.
The role builds on the core principles of digital and value advisory, including enabling customer-facing teams to deliver consistent, high-quality value storytelling through standardized and automated approaches.
Key Responsibilities Customer Value Advisory - Lead customer engagements to identify business challenges, value drivers, and transformation opportunities.
- Develop and deliver business cases, value assessments, and ROI models aligned to SMB-specific needs.
- Conduct discovery sessions and support customer journey mapping toward T&E transformation outcomes.
- Present tailored value propositions to executive stakeholders in virtual and digital formats.
- Act as a T&E expert in customer-facing events and develop thought leadership materials to support demand generation.
Digital-First Engagement & Scalability - Drive adoption of digital-first, scalable engagement models including one-to-many and low-touch approaches.
- Utilize digital tools (e.g., microsites, video, AI-driven platforms) to deliver value at scale.
- Accelerate deal cycles through standardized, repeatable processes and methodologies.
Content Strategy & Asset Management - Develop, curate, and manage reusable digital value assets (e.g., business cases, POVs, assessments).
- Ensure content is aligned to regional requirements, SMB use cases, and industry trends.
- Contribute to and maintain a centralized digital asset repository to improve scalability and efficiency.
Sales Partnership & Collaboration - Cross functional partnership to support pipeline creation and deal progression - Sales (AEs), Sales Development (SDRs), Solution Advisors (SAs), Customer Success Managers (CSMs), Services and partners
- Act as a trusted advisor, subject matter expert and advocate for value-based selling methodologies.
- Contribute to internal initiatives focused on process optimization, automation, and scalability.
Innovation & Continuous Improvement - Leverage AI, automation, and digital tools to enhance value delivery and content creation.
- Identify and implement opportunities to improve customer experience and engagement models.
- Contribute to the evolution of Adaptive Customer Engagement (ACE) methodologies, tools, and best practices.
Key Performance Indicators (KPIs) - Contribution to pipeline growth and revenue impact
- Improvement in deal velocity and win rates
- Adoption of digital tools and scalable assets
Required Skills & Experience - Experience in sales, value advisory, solution advisory, consulting, or related roles
- Strong analytical and financial modeling skills with the ability to translate insights into business value
- Demonstrated ability to communicate complex concepts clearly and effectively
- Experience leveraging digital tools and platforms to deliver scalable customer engagement
- Strong collaboration, stakeholder management, and storytelling capabilities
Education - Bachelor's degree in business administration, Economics, Technology, or a related field
- MBA or equivalent advanced degree preferred
Additional Requirements - Fluent in English (written and verbal); additional languages are a plus
- Willingness to travel as required (15-20%)
Role Differentiation (SMB Focus) - Emphasis on simplification, scalability, and speed of value delivery
- Focus on standardized, reusable assets vs. bespoke consulting
- Strong orientation toward digital-first, one-to-many engagement models
