الوصف الوظيفي
We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. 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.
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 value-based 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 SAP’s 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 SAP’s leadership position in an industry segment.
All areas below align to SAP’s 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
