Industry Executive Advisor- High Tech Industry - WEST

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. 

 

What You’ll Do

The Industry Advisor is a critical role supporting our Americas High Tech business. The Industry Advisor engages with customers in support of SAP Sales and Partners to provide industry perspective, strategic solution advice, thought leadership and differentiation.  The key goals are to grow pipeline, market share, win rates, and references to build SAP’s leadership position in the industry.  

Area 1 – Scale Industry Competence in The Field:

• Develop and execute a quality and actionable Industry plan for the Americas market
• Quarterly business reviews and interlocks with the Global Industry Business Owner
• Enable the field on what it takes to differentiate SAP in the industry
• Develop compelling America’s specific industry content in support of each of the 5 areas

Area 2 – Drive Market Awareness & Generate Demand:

• Develop industry specific sales plays to drive demand at scale

• Get new doors open in accounts. 

• Conduct executive first meetings to differentiate SAP by industry relative to the customer’s objectives. Get SAP included in the evaluation. 
• Execute with SAP and Partner Marketing on industry events, social and digital plans
• Provide Industry advisory for account planning
• 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

Area 3 – Support Deal Execution:

• Based on deep industry expertise – become the Trusted Advisor – to both Sales and the Customer.
• Develop industry specific account strategies
• 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.

Area 4 – Help Drive Industry Specific Innovation:

• Drive and support customer co-innovation to solve industry specific business problems
• Be the “voice of the customer” from the Americas back to the Global Industry Business Owners on solution specific requirements, roll-in, and roll-out.

Area 5 – Increase Customer Adoption & Consumption:

• 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

• 10+ years of relevant High Tech industry experience (Semiconductor, Software, EMS, OEM, Components) preferred as either a practitioner or an operational consultant
  • 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.
• 10+ years of application solution / product experience within the High Tech industry.  SAP experience / knowledge is critical (consulting / presales / solution management is a plus)
• Business Development and/or Management Consulting experience - across all sizes of accounts
• Track record of delivering business growth and revenue results
• Executive presence with proven CXO engagement skills
• Excellent and energetic public speaking skills.  Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP
• Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive

• Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.)
• Solution selling acumen – ability to differentiate in complex sale

 

Meet Your Team

• Business development profile with ~ 30% trav