Requisition ID: 278322See More
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.
The Industry Advisor is a critical role supporting our North America Mill & Mining Industry business to grow sales pipeline and engage with our customers to secure revenue. The Industry Executive Advisor provides industry perspective, strategic solution advice, and thought leadership to drive pipeline growth and quality through demand generation strategies, support sales cycles and customer co-innovation programs, and contribute to building SAP's leadership position in the industry.
Duties and Responsibilities
Area 1 - Industry GTM Planning & Strategy:
-Develop and execute a quality and actionable Industry plan for the North American market
-Quarterly industry business plan review & Global Industry Business Unit interlock
-Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry - both within SAP and externally with industry influencers and partners
-Develop compelling industry specific content for North America in support of the 5 areas
Area 2 - Drive Awareness & Generate Demand for the Industry in North America:
-Development of SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.
-Create and nurture industry customers and communities such as ASUG
-Get doors open. Build new connections and qualified pipeline opportunities
-Execute with Marketing on events, social and digital plans
-Provide Industry advisory for account planning
Area 3 - Mature Industry Opportunities in Pipeline:
-Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)
-Develop industry specific account strategies
-Deliver industry specific customer experiences
-Conduct executive first meetings to differentiate SAP based on industry relative to the customer's objectives
Area 4 - Support Deal Execution:
-Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes
-Help shape the engagement (C to B stage) by advising the sales teams to ensure a right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos, industry solution architecture, etc.
-Lead customer executive conversations
Area 5 - Support Customer Success Realization:
-Support post sale advisory and Executive Steering Committee meetings for top accounts in plan
-Support Industry Customer Advisory Councils and Networking
-Build and nurture customer references
-5+ years of relevant Mill & Mining industry experience either as a practitioner or an operational consultant to the industry.
This could include the following industries:
Mining, Primary Metals, Fabricated Metal Products, Forest Products, Furniture & Textiles, Building Materials,
-3+ years of application solution / product experience (preferably SAP)
-Business Development and/or Management Consulting experience
-Knowledgeable on the broad Mill & Mining industry
-Market / strategies / business drivers / challenges - per segment
-Business processes - across a broad set of buying centers in the business
-How technology needs to support all above.
-Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive
-Proficient speaker in customer 1:1 and 1: Many event situations.
-Experience building and retaining strong customer relationships
-Experience in diverse technology landscape and process/technology integration issues
Qualifications, Education and Preferred Skills
-Must exhibit an executive presence
-Excellent and energetic public speaking skills
-Proven CXO engagement skills
-Growth / business ownership mentality and approach = build and grow a business
-Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP
-Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.)
-Solution selling acumen - ability to differentiate in complex sale
-Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail
-Passion for how technology can be used to enable industry strategic initiatives.
-SAP technology knowledge is a bonus (consulting / presales / solution management is a plus)
-Business development profile
-This is an elite team with high visibility and exposure to SAP and Customer leadership
-Flexible work environment
-Culture of trust and teamwork
-Learning never stops
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas:Careers.NorthAmerica@sap.comorCareers.LatinAmerica@sap.com, APJ:Careers.APJ@sap.com, EMEA:Careers@sap.com).
Successful candidates might be required to undergo a background verification with an external vendor.
Nearest Major Market: Chicago
Job Segment: ERP, Business Development, Consulting, Management Consulting, SAP, Technology, Sales, Management
Valid through: 4/14/2021