Industry Senior Advisor

Há 6 dias

São Paulo, Brasil SAP SE Tempo inteiro

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 LAC Professional Services Industries 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 – LAC Professional Services

  1. Develop and execute a quality and actionable business plan for selected industries.
  2. Quarterly business plan review & Global Industry Business Unit interlocks for selected industries.
  3. Enable Sales, the VAT team, and the Partner Ecosystem on how to differentiate SAP for the industry.
  4. Develop compelling industry specific content in support of the 5 areas below.

Area 2 – Drive LAC Awareness & Incremental Demand for all above industries:

  1. Development of SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.
  2. Create and nurture industry customers and communities such as ASUG.
  3. Get doors open. Create / qualify new pipeline opportunities.
  4. Execute marketing events, social and digital plans.
  5. Provide Industry advisory for account planning.

Area 3 – Mature Industry Opportunities in Pipeline:

  1. Accelerate pipeline opportunity conversion to qualified customer engagements.
  2. Develop industry specific account strategies.
  3. Conduct executive first meetings to differentiate SAP based on industry relative to the customer’s objectives.
  4. Deliver industry specific customer experiences.

Area 4 – Support Deal Execution:

  1. Differentiating SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes.
  2. Help shape the engagement (C to B stage) by advising the sales teams to ensure a right industry message is delivered in deliverables like RFP Responses, Business Cases, Product Demos, industry solution architecture, etc.
  3. Lead customer executive conversations.

Area 5 – Support Customer Success Realization:

  1. Support post sale advisory and Executive Steering Committee meetings for top accounts in plan.
  2. Support Industry Customer Advisory Councils and Networking.
  3. Build and nurture customer references.

What You Bring

  1. Industry experience preferred either as a practitioner or an operational consultant to the industry.
  2. Business Development and/or Management Consulting experience.
  3. Knowledgeable on Professional Services.
  4. Market / strategies / business drivers / challenges – per segment.
  5. Business processes – across a broad set of buying centers in the business.
  6. How technology needs to support all above.
  7. Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive.
  8. Proficient speaker in customer 1:1 and 1: Many event situations.
  9. Experience building and retaining strong customer relationships.
  10. Experience in diverse technology landscape and process/technology integration issues.
  11. Must exhibit an executive presence.
  12. Excellent and energetic public speaking skills.
  13. Proven CXO engagement skills.
  14. Growth / business ownership mentality and approach = build and grow a business.
  15. Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP.
  16. Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.).
  17. Solution selling acumen – ability to differentiate in complex sale.
  18. Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail.
  19. Can do attitude.
  20. Passion for how technology can be used to enable industry strategic initiatives.
  21. SAP technology knowledge is a bonus (consulting / presales / solution management is a plus).

Meet Your Team

  • Business development profile with ~ 30% travel.
  • This is an elite team with high visibility and exposure to SAP and Customer leadership.
  • Flexible work environment.
  • Culture of trust and teamwork.
  • Learning never stops.
  • SAP is an equal opportunity employer.

Location : Latin America

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