Industry Advisor Expert for Defense and Security industries

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. 

 

 

 

Location: Spain and other EMEA Countries

 

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 reference

 

What you bring:

 

• 12-15+ years professional experience
• Expertise in Public Sector and/or 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
• Ability to work in dynamic and high-pressure environments
• Experience with managing escalations and building strategic partnership

 

Where you belong:

 

• Business development profile with ~ 30% travel
• Represent the company on industry subject matters internally and externally
• Work with co-workers from diverse backgrounds and collaborate with other sales roles
• Experience in working with Cloud solutions
• First experience with SAP industry solutions for your industry

 

 

 

 

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly col