Job Description

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