Job Description

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 industry. Area 1 - Planning, Strategy, & Practice Development: Develop and execute a quality and actionable business plan Quarterly business plan review & Global Industry Business Unit interlocks Enable Sales, the VAT team, and the Partner Ecosystem on how to differentiate SAP for the industry Develop compelling industry specific content in support of the five key job areas Area 2 - 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 Get doors open. Create / qualify new pipeline opportunities Execute marketing 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 Develop industry specific account strategies Conduct executive first meetings to differentiate SAP based on industry relative to the customer s objectives Deliver industry specific customer experiences 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 the right industry message is delivered in 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 What you bring: 9-12+ years professional experience in large IT organizations Expertise in at least one industry or solution segment Customer facing experience and fluency in English, with knowledge of other languages as an asset Bachelors degree required, MBA preferred Strong communication, problem-solving, and project management skills Ability to work in dynamic and high-pressure environments Experience with managing escalations and building strategic partnerships