Value Advisor Manager, for Hxm

**What we offer**
**What you'll do**
The HXMVA (HXM Value Advisor) team at SAP SuccessFactors is accountable for accelerating our customer's digital transformational experience through delivering HR and business strategy consulting, best in class value cases, thought leadership and real-world HR experience, that result in customers for life. This is done by collaboratively working with customers to link their business strategy and business outcomes to the experiences they want to enable, to the business capabilities that are needed and ultimately, to the value of SAP SuccessFactors.
As a people manager, the HXMVA Manager in** Latam** is responsible for supporting the success of direct reports (between 7-10 people) by helping to identify development opportunities and supporting team members to achieve their goals. S/He is expected to know about the members of the extended team and share insights with her/his peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on the input immediately. Act as a role model by coaching and recognizing her/his direct reports and providing personalized feedback and expecting the same of her/his direct reports.
S/he will be leading a team of highly skilled and seasoned HXM Value Advisors who consult with C-level executives to define business strategy, create business cases, and build strategic roadmaps. Lead efforts to help customers and prospects build solutions to achieve business goals and create value through a holistic model. Understand business priorities and addressable market opportunities. Manage and monitor the implementation of value strategies, objectives, and scalable governance models to achieve targeted revenue, margin, and market share goals. Responsible for delivery of outcomes.
The LAC HXMVA Leader for SuccessFactors will work closely with all Regional and Market Unit Leaders to understand the customer and cultural dynamics in the respective countries and qualifies addressable market opportunities in alignment with the regional GTM strategies. Build and maintain strategic partnerships with key decision-makers internally and in partner and customer organizations. The leader will ensure cohesion and synergies with cross-functional teams to deliver business priorities for the region.
Strategy / Demand Acceleration
- Coach team members on how to partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer lifetime value (Account planning - DSS)
- Coach team members on the creation of customer-centric executive positioning / point of views to excite customer to collaborate with SAP. Collaboration with regional Marketing and business development. (1to1; 1 to few events - eventually 1 to many)
- Collaborate with Virtual Account Team to deliver executive pitch reflecting value proposition for HXM solutions
Customer Engagement to Deliver Revenue
- Guide Sales and Virtual Account Team strategy to focus on Vision to Value creation during customer journey
- Act as trusted strategic advisor to nurture customer executive relationships
- Coach team members on how to use techniques such as design thinking, interviews and process benchmarking to explore new business models, discover value opportunities and build the case-for-change enabled by SAP SuccessFactors solutions on key customer accounts
- Deliver presentations to small and large audiences and dealing elegantly with objections
- Coach delivery teams from SAP and Partners to validate business case and secure value delivery to customer based on understanding of implementation dynamics
- Collaborate with Cloud Success Services (CSS previous CE&X) teams to monitor and guide the progress selected customers are making in their SAP enabled transformations
Insight / Practice Development
- Coach team members on how to build and/or curate value proposition content aligned to end to end processes and key personas (CHRO, CIO, CFO,CEO,...). Value proposition content includes PoV templates, business case templates, value models. Collaboration with global S&I office and GIVA.
- Guide and oversee practice development projects showcasing HXM expertise based on customer engagements and/or other field experience
- Share insights / thought leadership across all relevant channels including social channels
- Nurture and deliver customer reference stories that showcase actual proof points / value creation
- Mentor team members
- Lead and participate in enablement programs, community of practices, and/or Hubs to share knowledge
Talent Management and Coaching
- On board new talent and nurture talent to meet business needs
- Lead team and build an environment where team members are encouraged to take risk, grow and help customers meet their business objectives
- Accountable for building leadership trust by providing clear and actionable feedback to team members and help

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