Industry Executive Advisor - Aerospace and Defense

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 North America Aerospace and Defense Industry business to grow sales pipeline and engage with our customers to secure revenue. The Industry Executive 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 – 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

• Cloud mindset across the Aerospace and Defense industry

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 (F to D Conversion)

• 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 (C to B stage) 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

 

What You Bring

· 10+ years of relevant Aerospace and Defense 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 Aerospace and Defense

o Market / strategies / business drivers / challenges – per segment

o Business processes – across a broad set of buying centers in the business

o 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 1: Many event situations.

· Experience building and retaining strong customer relationships

· Experience in diverse technology landscape and process/technology integration issues

· Must exhibit an executive presence with Proven CxO engagement skills

· Excellent and energetic public speaking skills

· Growth / business ownership mentality and approach = build and grow a business

· Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP

· Product marketing acumen (segment, target, content, lead strategy, digital, soc