Industry Executive Senior Advisor - Retail - Food, Drug, Grocery, and Convenience

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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. 

 

North America Industry Executive Advisory

The Industry Advisor is a critical role supporting our North America business to grow sales pipeline and engage with our customers to secure revenue. This role will lead our Retail - Food, Drug, Grocery, and Convenience practice within our Retail team and work with new and existing customer to help differentiate SAP. Retail - Food, Drug, Grocery, and Convenience is a critical growth engine for SAP in North America and we support customers ranging from large multinational brands to digital disruptor start-ups.  The Industry Executive Advisor provides industry perspective, strategic solution advice, and thought leadership to drive pipeline (now opportunities) 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. The Industry Advisor for Retail - Food, Drug, Grocery, and Convenience works with customers and prospects to position how SAP unlocks value across our portfolio of solutions including customer experience, merchandising, supply chain, finance, sustainability, collaborative networks, human experience, and technology.

Duties and Responsibilities

Area 1 – Industry GTM Planning & Strategy:

• Develop and execute a quality and actionable Industry plan for the North American market
• Quarterly industry business plan review & Global Industry Business Unit interlock
• Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners
• Develop compelling industry specific content for North America in support of the 5 areas

Area 2 – Drive Awareness & Generate Demand for the Industry in North America:

• Development of SAP's 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 such as ASUG
• Get doors open.  Build new connections and qualified pipeline opportunities
• Execute with Marketing on 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
• Deliver industry specific customer experiences
• Conduct executive first meetings to differentiate SAP based on industry relative to the customer’s objectives

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 by advising the sales teams to ensure a right industry message is delivered in deal engagement and execution 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

 

 

 

Experience

• 5+ years of relevant Retail - Food, Drug, Grocery, and Convenience industry experience preferred either as a practitioner or an operational consultant to the industry
• 3+ years of application solution / product experience (preferably SAP)
• Business Development and/or Management Consulting experience
• Knowledgeable on Retail - Food, Drug, Grocery, and Convenience Industry
  • Market / strategies / business drivers / challenges – per segment
  • Business processes – across a broad set of buying centers in the business
  • How technology needs to support all above.
• Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive
• Proficient speaker in customer 1:1 and