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Services Solution Advisor (SSA) Manager_ヨーロッパ最大級の外資系ソフトウェア會社

年収:1000萬 ~ 2000萬

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部署?役職名 Services Solution Advisor (SSA) Manager_ヨーロッパ最大級の外資系ソフトウェア會社
職種
業種
勤務地
仕事內容 Position Summary:

The position of SSA Manager, is a part of the Services Business Office(SBO), Services Japan and works closely with the Market Unit of Practices, Solutions and Industries organization.

This role will be responsible for the quality of delivery of Services Solution Advisor in Japan.

The role also includes liaison with Industries for references, solution support and positioning of Premium engagements to new customers. An important focus is making sure the SSA member’s enablement plans and programs are planned and support the future direction company are moving towards as well as manages a function or discrete business unit by integrating current and future customer needs, company's business strategic and financial objectives
functional and business strategies and develops specific objectives for the sub function and develops policies/ procedures to support the functional infrastructure
A programmatic approach will be required to cover the portfolio and ensure at risk engagements are managed.

As a people manager, this role is responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

The Services Solution Advisor (SSA) proactively positions Services in specific focus areas through value added skills & competencies and provides as subject matter expert the topic authority along the whole sales cycle. They are also the topic evangelist for selected strategic solutions and serve as go-to-person on how to design and position a successful customer adoption.
Aligned to the LACE approach (Land, Adopt, Consume, Expand), the SSA drives strategic solution-specific initiatives and positions Services in alignment with Account Management into existing and new accounts in a use case-based approach, combining latest technology and industry competence (Land & Expand).
They are accountable and responsible to ensure business growth in dedicated solution areas by providing clear guidance on the best project and solution approach for the customer, therefor have a clear assignment to focus areas / portfolio areas Services wants to growth with.


RESPONSIBILITIES

Account and Stakeholder Management;
> Develops and own strategy / plan how to position and sell selected services solution(s) in the territory / Market Unit / Industry / geography to drive incremental bookings and revenue
> Develops and owns strategy / plan on all demand generation activities, leveraging all relevant channels: events, campaigns, social media, cold calls
> In close alignment with Account Management, the SSA has the clear target to win customers in focus areas and convince them that Services can address their challenges through specialized best practices
> Develops and owns the definition and execution of a value-based innovation roadmaps
> Acts as the key Trusted Solution Advisor / 'Topic Captain' in the Sales Cycle with a clear topic authority for professional positioning of strategic solutions
> Provides deep expertise and guidance on the overall solution approach to the Account Management in key engagements for strategic customers: finding the right combination: partner, product, solution, services, commercial offering
> Serves as link between the company's overall strategy and achieving business results
> Optimizes communication style according to different stakeholders, situation and media


Commercial Accountability;

> Evangelizes the market on selected services solution(s)
> Generates and qualifies highly complex opportunities within prospects and existing customers
> Active contribution and expert guidance within the whole sales cycle for key engagements until the contract negotiations when it comes to solution dependencies, e.g. how new technologies or new innovations impact the commercial approach with deep Services-specific solution know-how
> Accountable for bookings and revenue targets for focused and assigned services portfolio


Delivery &/or Service Delivery Management;

> Defines and validates the engagement roadmap with the customer in terms of their assigned strategic solution portfolio, in close alignment with the Account Management in a complex environment
> Ensures that innovation potential and roadmap is considered including high-level delivery plan with corresponding delivery units
> Realization of multiple high impact initiatives towards broad corporate goals


Main Tasks

Operational/Functional Tasks:

> Topic Authority: provides deepest knowledge, expert guidance and valuable expertise in focused company's solutions and corresponding implementation approaches within the whole sales cycle for key and highly complex engagements within the key customer segment
> Provides sales cycle support on highly complex and strategic solution-specific implementations, primarily during the 'Land' and 'Expand' phase of the customer lifecycle


Managerial Tasks:
> Formulates clear management objectives and strategies and ensures understanding
> Manages a function or discrete business unit by integrating current and future customer needs, company's business strategic and financial objectives
> Functional and business strategies and develops specific objectives for the sub function and develops policies/ procedures to support the functional infrastructure
> Is the operational link between the company's overall strategy and achieving business results
> Accountable for annual goals established for team or department
> Builds and maintains strategic partnerships with key decision makers internally and in partner and customer organization, Represents company externally
> Ensures understanding, trust and open cooperation in and between teams through effective and appropriate communication on behalf of the team



応募資格

【必須(MUST)】

KNOWLEDGE, EXPERIENCE & ATTITUDE

Management and Leadership Experience
> Deep managerial skills necessary for management responsibility
> Broad knowledge of all areas within particular corporate sub-function or a function within division
> Acts on management responsibilities: creates the future; builds a team; develops people; manages performance
> Country and regional directors require a strong industry knowledge in area of responsibility. Thorough understanding of markets and sales opportunities for solutions

Functional Experience
> Strongest of functional skills acquired through training, study and experience
deepest and broad functional experience in at least 3 strategic topic areas like Analytics, IoT, Machine Learning, Blockchain, Big Data, Customer Experience, Experience Management
> Experiences in delivering / implementing solutions in new areas
> Architecture knowledge
> Programming languages and concepts are an advantage
> Demonstrable track record of value selling and solution selling experience
> Proven track record in business application software and/or services sales within large, key accounts
> Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
> A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
> 5+ years of deep industry/domain expertise

Experience – Specific Expertise
> Overall Corporate Strategy and Product Strategy Knowledge
> Strong knowledge of key ERP service offerings
> Product Portfolio (in related Practice Area)
> Industry Solutions (in related Practice area)
> Product Roadmaps (in related Practice area)
> Project Methodologies
Examples for Practice area may are Analytics, Platform, Experience Management, Blockchain, Artificial Intelligence, Customer Experience, Industry 4.NOW, Sustainability or Digital Supply Chain,...depending on the assigned service portfolio elements

Experience - Partner Ecosystem Expertise
> Knowledge of Partners, Competitors and the regional IT Industry
> Effective collaboration & management of the partner ecosystem as relative to the assigned account(s) (incl. joint deals/business development)

Experience - International Experience
> Deepest experience with complex Multinational Customers
> Experience working in other countries and regions is desirable

Education
> Bachelor or Master's Degree (MBA would be advantageous)

※Fluent written and spoken Japanese and English

アピールポイント 自社サービス?製品あり 外資系企業 女性管理職実績あり 従業員數1000人以上 年間休日120日以上 産休?育休取得実績あり ストックオプション制度あり 社內ベンチャー制度あり 教育?研修制度充実 社內公用語が英語 管理職?マネージャー 完全土日休み フレックスタイム
更新日 2021/08/24
求人番號 1858566

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