Industry Executive Advisory- Utilities

Job Description

Requisition ID: 451808
Work Area: Presales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF
Hiring Manager: Michele Hovet
Recruiter Name: Timothy Moore
Additional Locations:

The Industry Executive Advisor is a critical role supporting our America’s Utilities 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 support sales cycles and customer co-innovation programs, drive pipeline growth and quality through demand generation strategies, and contribute to building and maintaining SAP’s leadership position in the industry and associated industry segments.

What You’ll Do

Area 1 – Industry Market Analysis, Planning and Strategy:

· Analyze the industry’s potential and help craft a go-to-market approach for the industry defining and developing compelling industry specific content

· Combine SAP go-to-market strategies with industry perspective to develop and execute programs designed to build high-quality pipeline

· Work closely with industry and regional marketing management to ensure that we align marketing dollars to big bet areas in the industry

· Develop and execute a quality and actionable Industry plan for the North American market

With Quarterly industry business plan review & Global Industry Business Unit interlock

Area 2 – Drive Awareness and Business Development:

· Lead initial meetings with customer executives and educate the customers on industry trends, successes at other companies in their industry and SAP Portfolio

· Partner with field sales teams, Marketing, Demand Generation to identify revenue opportunities, create account strategies, and execute sales plays

· Get doors open. Build new connections and qualified pipeline opportunities

· Develop customer references in the industry to showcase SAP’s customer successes and educate the ecosystem on these references

· 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 SAP’s ASUG

Area 3 – Thought Leadership:

· Write whitepapers and other thought leadership pieces to illustrate important industry / cross-industry topics

· Develop content for conveying the SAP strategy and industry solutions (including new innovations) while working closely with other global industry teams

· Become a trusted advisor inside of your industry

Area 4 – Mature Industry Opportunities in Pipeline and Support Deal Execution:

· Lead customer executive conversations

· 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

· Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes

· Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)

· 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.

Area 5 – Customer Advisory and Success:

· 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 relationships and references

What You Bring

· 10+ years of relevant Utilities industry executive experience preferred either as a practitioner focusing on supply chain logistics, HR, Procurement, Finance or 15 + years technical and operational consultant to the industry

· Viewed as industry expert and knowledgeable on how technology addresses industry challenges and opportunities.

· Must exhibit an executive presence with Proven CxO level engagement skills

· Proficient speaker in customer 1:1 and 1: Many event situations. Must exhibit an executive presence

· SAP Industry and/or product line business development. Experience building and retaining strong customer relationships

· Experience in diverse technology landscape and process/technology integration issues, SAP technologies

· Business Development, Management Consulting experience

Knowledge and Preferred Skills:

· Market knowledge on trends / strategies / business drivers / challenges

· Business processes – understand the complexities of public sector agencies and lines of business

· Understand how technology needs to support all above.

· Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive

· Excellent and energetic public speaking skills

· 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 eye for detail

· Can do attitude with passion for how technology can be used to enable industry strategic initiatives.

Meet Your Team

· C-level experienced team with high visibility and exposure to SAP and Customer leadership

· Flexible work environment

· We foster a culture of trust and innovation within the team where bringing your authentic self is the foundation

· Our people make the difference and are lifelong learners and learning never stops

· SAP is an equal opportunity employer

· Expect travel to be 20% to 30% max annually meeting with executives and customers.

Open to additional location - Denver

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 collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 194100-411600. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

AI Usage in the Recruitment Process

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Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 451808 | Work Area: Presales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid