Industry Advisor Expert (Manufacturing/Mining)

Purpose & Objectives / Meet Your Team

You will join the SAP Industry & Experience (SIX) team. Within SIX, the Industry Business Unit (IBU) Process Industry & Natural Resources (PINR) is one of the largest and most important sectors in the company. You will be working within the Mill Products & Mining team in IBU PINR.

Mill Products & Mining industries is one of the top industries for SAP by revenue & is the leading product centric industry for Cloud ERP public as well as RISE adoption. SAP is a clear market leader in this industry. We are serving both major global clients as well as a significant midmarket segment requiring an adapted & partner-centric GTM and solution approach by sub verticals. Mill Products & Mining covers heavy asset-intensive industries at the intersection of natural resources, process & discrete manufacturing. This includes the metals industry, forest products, paper & packaging, cable, building materials, textiles & mining sub verticals. While mining is a typical extractive resource industry, the mill products industries are heavy manufacturing industries with highly variable make-to-order processing that result in unique, complex requirements in the areas of product definition, sales, supply chain management & manufacturing.

The Mill Products & Mining team, within the IBU PINR, is responsible for defining the GTM and delivery of end-to-end SAP & partner software solutions for the industry which addresses current & future customers’ needs. This includes revenue & pipeline growth while enabling our sales organization & partner ecosystem, supporting strategic deals, driving end-to-end Industry business plans, and collaborating with leading customers through our various customer engagements and advisory councils.

The main responsibilities of the Mill Products & Mining Industry Advisor Expert are

• Be the topic/program lead for Cloud ERP driving GTM strategy & success within Mill Products.

• Act with a high focus on the growth market of APAC region for SAP Cloud ERP driving GTM programs & Demand generation campaigns in close collaboration with market units (MU’s), line of business (LOB’s) & the region.

• Drive growth in revenues, pipeline & net new wins, scaling with content for cloud ERP public for the industry

• Roll in from field, customer & partner engagements into the product teams to address key gaps hindering our growth in the industry.

• Drive, build & enable scalable partner ecosystem addressing various sub segments, regions, solution areas.

The industry advisory expert will work as part of the global Mill Products & Mining IBU team & collaborate closely with our industry counterparts in the other regions, other IBU’s, product teams & industry advisory experts of the sector.

What You’ll Do:

The Industry Advisor is expected to drive following tasks & activities.

Play a critical role supporting our business growth in cloud ERP for Mill Products & Mining industry. We aim to drive holistic business development, growing sales & pipeline health, partner development & enablement, education and driving industry building events for SAP in this vertical. The advisor should develop & execute actionable cloud ERP business plan- GTM strategies, analysis, attractiveness of subsegments with SAP & outside datasets, creating heatmaps, defining growth segments, net new & strategies. Also drive SAP brand in industry for Cloud ERP through thought leadership, events, articles, social & media.

• Work at industry and sub-segment level (for metals, forest products, paper & packaging, cable, building materials, textiles, mining) to provide perspective on industry trends, giving strategic GTM & portfolio advice and thought leadership. Collaborate with regional industry advisory, customer advisory, sales, services, partners, product teams, and digital hubs.

• Own industry sales plays for cloud ERP & also DDA process. Develop compelling industry specific content (L0-L2), demos & videos etc at scale with latest tools & methodologies. Drive enablement & training for internal sales & advisory teams, and partner ecosystem on how to differentiate SAP for the industry.

• Provide advisory for account planning & strategies, support large & strategic / market making deal execution. Lead executive meetings & conversations to differentiate SAP based on deep understanding of the industry & portfolio. Support customer success realization, references creation, post sales advisory, stecom for market making accounts.

• Grow & scale partner ecosystem through new partner scouting, relationship build, enablement, joint business planning, partner models & differentiation, packaging, demand generation & customer co-innovation programs, covering different segments, regions, addressing portfolio gaps, to further grow SAP’s leadership position in this industry.

• Collaborate with product & development teams for collection & roll in of all learnings from customer engagements & projects, partners, competitive insights, SAP portfolio cases, solution gaps & strategy considering ecosystem, capability requirements, analyzing market direction, as well as what is required to build & capture the market further.

• Besides the strong APAC regional focus, drive collaboration globally for cloud ERP & SAP industry portfolio with respective regional & IBU stakeholders, partners, product & development teams.

What You"ll bring:

• Bachelor or Masters Engineering degree (preferably in any of Mill industry products & Mining industry sub-vertical)

• MBA or similar experience beneficial

• Proven ten to fifteen years of relevant Mill Products & Mining industry experience preferred

• Market / strategies / business drivers / challenges – per segment, business processes- across buying centers

• Expert knowledge in SAP Cloud ERP Public & Business suite, SAP portfolio.

• 10+ years of applications, solutions / SAP product experience

• Network of industry relationships & active participation in various industry associations.

• Proficient CXO speaker/engagement skills in customer 1:1 and 1: many event situations.

• Growth / business ownership mentality and approach

• Product marketing & solution selling acumen (segments, target, content, lead strategy, digital, social, etc.)

• Building storylines & high-quality presentations in PowerPoint with a very keen eye for detail

• Natural team player. Experience in global setup beneficial. We’ve been highly successful only when having each other’s back, coaching and supporting each other’s growth, and celebrating the team’s success.

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