The Industry Advisor (IA) plays a critical role supporting our Industry business to grow sales pipeline and engage with our customers to secure revenue. The Industry 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 Utilities industry. In this role you will be responsible to drive the growth of Utility Industries for SAP across APAC with the following areas of responsibilities.
Area 1 Drive Awareness & Incremental Demand:
- Develop SAPs 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
- Execute marketing events, social and digital plans
- Provide Industry advisory for account planning and demand generation centric activities
- Create / qualify new pipeline opportunities
Area 2 Planning, Strategy, & Practice Development:
- Develop and execute a high quality and actionable business plan
- Quarterly business plan review & drive interlocks with key Global stakeholders
- Enable Sales, the VAT team, and the Partner Ecosystem on how to differentiate SAP for the industry
Area 3 Mature Industry Opportunities in Pipeline:
- Develop industry specific account strategies
- Deliver industry specific customer experiences
- Accelerate pipeline opportunity conversion to qualified customer engagements
Area 4 Support Deal Execution:
- Get doors open for SAP through executive connects and conversations
- Conduct executive first meetings to differentiate SAP based on industry relative to the customer s objectives
- Differentiate SAP by industry throughout the sales cycle to increase win rates and grow deal sizes
- Help shape the engagement by advising the sales teams to ensure the right industry message is delivered in deliverables like RFP responses, business cases, product demos, industry solution architecture, etc.
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
What you bring:
- At least 15+ years professional experience in large IT organizations
- Working experience and solid domain skills in the utility space
- Expertise in Utilities Industry, including some of the niche topics such as Distributed Energy Resources , Energy Transition . E2E Lead to Cash , Dynamic Tariffs , Market Deregulation , Retail & Network Billing , Smart Metering , etc.
- Understanding and deep knowledge of the various technology enablers to drive Digital Transformation in Utility context
- Knowledge of SAP solution portfolio for the Utility Industry would be appreciated
- Customer facing experience and fluency in English, with knowledge of other Asian languages as an asset
- Bachelors degree required; MBA preferred
- Strong communication, problem-solving, and market making skills
- Ability to work in dynamic and high-pressure environments
- Experience with managing escalations and building strategic partnerships
