Industry Senior Advisor - Financial Services

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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. 

 

What You’ll Do

The Industry Advisor is a critical role supporting our North America Financial Services (Banking and Insurance) 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

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

· 7+ years of relevant Financial Services 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 Financial Services

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, social, etc.)

· Solution selling acumen – ability to differentiate in complex sale

· Building storylines and high-quality presentations in PowerPoint with a very keen e