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Mission & Goals

SAP has set the bold vision to Drive Customer Value in the Experience economy Powered by the Intelligent Enterprise.

The SAP Industry Value Advisory organization is chartered with differentiating SAP as the innovation partner of choice by making the Intelligent Enterprise value and experience real for every customer.

The Industry Advisory job family sits within each region and supports the regional industry business to grow sales pipeline and engage with our customers to secure revenue. This job focuses on adopting standardized approaches for valuebased sales activities in focus industries and related solutions from SAP and partners. Industry Advisory supports the development of pipeline build strategies and scale initiatives resulting in increased industry pipeline revenue and elevation of SAPs leadership position in an industry segment in partnership with regional sales and the Virtual Account Team.

The Industry Value Advisor provides strategic sales cycle support on relevant solutions in focused industry segments and is responsible for demand generation industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline revenue and in elevating SAPs leadership position in an industry segment.

All areas below align to SAPs strategy and the IVA vision.

Place Customers & Stakeholders First
Guide your customers sales and partners to deliver a tailored and relevant SAP experience

Nurture and advance pipeline of opportunities in industry
Nurture and advance pipeline for key customer accounts in industry

Execute flawlessly
Deliver SAP Value Proposition supported by SAP industry differentiation in order to increase win rates and meet revenue budgets

Contribute to team success in key competency topic areas:

• • Industry expertise
  • Industry Business Planning
  • Value life cycle management

Market Analysis and Industry Planning

• Identify key market opportunities for industry aligned with SAP Corporate Strategy where SAP delivers solution to meet customer needs
• Build Industry business plan aligned with Sales leadership and Industry Business Unit

Value Content for Industry and Line of Business

• Build and curate content for value models for key buying centers e.g. Finance HR Head of Sales Head of Supply Chain Chief Information Officer
• Refine and revise value models for key buying centers in Industry e.g. Finance in Banking HR in Professional Services Head of Sales in Retail Head of Supply Chain in Automotive Chief Information Officer in Telecommunications
• Showcase industry processes and use cases based on industry experience and customer engagements
• Nurture and deliver customer reference stories to showcase value creation

Thought Leadership and Content for Industry

• Build and curate content for key line of business buying centers in industry
• Act as SAP thought leader in the market for industry
• Nurture and deliver customer reference stories to showcase value metrics relevant to the Industry

Demand Generation

• Build market awareness for SAP by presenting at key customer conferences (SAP User Groups) partner and industry events
• Build industry relevant account strategies working with sales teams
• Collaborate and execute with Marketing on Events Social and Digital plans to develop leads
• Work with account teams to convert leads into opportunities

Demand Acceleration

• Conduct early stage customer executive meetings
• Deliver industry relevant customer engagements to nurture opportunities
• Mature opportunities aligned to customer needs and investment budgets

Customer Engagement to deliver Revenue

• Work as part of one Virtual Account Team to jointly develop and refine customer deliverables to incorporate industry relevance and SAP differentiated value proposition
• Work as part of one Virtual Account Team to secure the business case for customer program and assist with customer reference requests
• Guide Sales and Virtual Account Team strategy to deliver on Vision to Value creation customer journey

Selling Skills

• Delivering Memorable Presentations 1: Many or 1:few)
• Executive Influencing
• Storytelling (Digital)
• Virtual/Digital Engagement (including Social Media)
• Speaking the Business Language of the Customer (by Industry)
• Handling Questions & Objections

Consulting Skills

• • Employing Design Thinking
  • Facilitating Workshops
  • Operationalizing XM

Industry Skills

• • Skilled in industry priorities for region/country and understanding of shifts in value chain across industry boundaries

Leadership Skills

• • Championing The Strategy
  • Deal captaining
  • Social influencing

Business Process Skills

• • Industry process expertise for key end to end processes with XM touch points (tailored for industry)
  • Business process expertise for key end to end processes with XM touchpoints
    

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Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software SAP has evolved to become a market leader in endtoend business application software and related services for database analytics intelligent technologies and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide we are purposedriven and futurefocused with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries people or platforms we help ensure every challenge gets the solution it deserves.At SAPyou can bring out your best.

We win with inclusion

SAPs culture of inclusion focus on health and wellbeing and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP we believe we are made stronger by the unique capabilities and qualities that each person brings to our company and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application please send an email with your request to Recruiting Operations Team:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age race religion national origin ethnicity age gender (including pregnancy childbirth et al) sexual orientation gender identity or expression protected veteran status or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 411261 Work Area: Sales Expected Travel: 0 10 Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LIHybrid.

Required Experience:

Unclear Seniority