Industry Advisor - Discrete Manufacturing ( High Tech and/or A&D)

We help the world run better

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.

 

What you'll do:

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
• 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 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
• Get doors open.  Create / qualify new pipeline opportunities
• 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

 

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 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:

• 12-15+ years professional experience
• Expertise in Discrete manufacturing industry (preferably High Tech and/or Aerospace & Defense)
• Customer facing experience and fluency in English, with knowledge of other languages as an asset
• Bachelor's degree required, MBA preferred
• Strong communication, problem-solving, and project management skills
• Abilit