SAP America: Customer Success Value Planning Specialist

The Customer Success Value Planning Specialist will define how SAP embeds customer value planning into the Customer Success Management operating model. 

This role will help make value realisation a practical discipline used by Customer Success Managers and Customer Renewal Executives throughout the customer lifecycle. It will define how customer goals, business outcomes, KPI libraries, value scorecards, and progress measures are captured, maintained, and used to guide engagement, adoption, renewal readiness, and executive conversations. This is not a Value Advisory role. The role will not be responsible for delivering customer-specific value consulting engagements. Instead, it will partner closely with Value Advisory and other teams to operationalise value concepts within the standard Customer Success Management engagement model. 

The role will create the frameworks, playbooks, templates, system requirements, and field guidance needed to help Customer Success Management teams connect customer objectives to adoption progress, measurable outcomes, and realised value. 

Key Responsibilities 

• Define the operating framework for how Customer Success Management captures, tracks, and communicates customer goals, intended outcomes, success measures, and realised value.

• Partner with Value Advisory to align with enterprise value methodologies while adapting those concepts into practical Customer Success Management processes, playbooks, and engagement standards.

• Build KPI libraries, value drivers, and scorecard structures that help Customer Success Management teams track progress against customer outcomes by product, industry, maturity level, and lifecycle stage.

• Translate value realisation concepts into field-ready templates, job aids, customer-facing materials, internal guidance, and system requirements.

• Partner with Analytics and Operations teams to define which value measures can be supported through available data, where process changes are needed, and how value progression should be reported.

• Embed value planning into standard lifecycle engagement, business reviews, renewal preparation, expansion support, and executive alignment motions.

• Partner with Renewals teams to ensure value evidence supports stronger commercial positioning, earlier risk identification, and clearer renewal readiness.

• Establish closed-loop feedback mechanisms with Customer Success Managers, Customer Renewal Executives, Value Advisory, field leaders, and customers to continuously refine value planning assets.

• Define adoption and impact measures to assess whether value planning is being used consistently and whether it is improving customer outcomes, renewal confidence, and commercial performance.