We help the world run better
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 (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:
1. Develop and execute a quality and actionable business plan
2. Quarterly business plan review
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 five key job areas
Area 2 – Drive Awareness & Incremental Demand:
5. Develop SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles, and social & traditional media interviews, etc.
6. Create and nurture industry customers and communities
7. Get doors open. Create / qualify new pipeline opportunities
8. Provide Industry advisory for account planning
Area 3 – Mature Industry Opportunities in Pipeline:
9. Accelerate pipeline opportunity conversion to qualified customer engagements
10. Develop industry specific account strategies
11. Conduct executive first meetings to differentiate SAP based on industry relative to the customer’s objectives
Area 4 – Support Deal Execution:
12. Differentiate SAP by industry throughout the sales cycle to increase win rates and grow deal sizes
13. 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.
14. Lead customer executive conversations
Area 5 – Support Customer Success Realization:
15. Support post sale advisory and Executive Steering Committee meetings for top accounts in plan
16. Support Industry Customer Advisory Councils and networking
17. Build and nurture customer references
What you bring:
18. 9-12+ years professional experience
19. Expertise in Discrete manufacturing industries
20. Customer facing experience and fluency in English, with knowledge of other languages as an asset
21. Bachelor's degree required, MBA preferred
22. Strong communication, problem-solving, and project management skills
23. Ability to work in dynamic and high-pressure environments
24. Experience with managing escalations and building strategic partnerships
Meet your team:
25. Business development profile with ~ 30% travel
26. Represent the company on industry subject matters internally and externally
27. Work with co-workers from diverse backgrounds and collaborate with other sales roles
28. Experience in working with Cloud solutions
29. First experience with SAP industry solutions for your industry
Skills you’ll use:
Professional Skills
Business Acumen
Effective Communication
Customer Orientation
Strategic Thinking / Thought Leadership
Results Orientation
Tech Industry & SAP General Skills
Process Improvement
Technology Innovation
Artificial Intelligence
Software as a Service (SaaS)
Go-to-Market Strategy
RISE and GROW with SAP
SAP Cloud Suite Portfolio
SAP Corporate Strategy
Role Specific Skills
Account Strategy
Cloud Strategy
Competitive Positioning
Industry Knowledge
Executive Conversations
Storytelling
Overcoming Objectives
Customer Value Proposition
Partner Relationship Management
Relationship Building
#SAPCSCareers
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.