Head of AI - ANZ Customer Advisory 424376

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The goal of the ANZ AI Customer Advisory (CA) Head is to work in tandem with ANZ leadership to ensure that SAPs Business AI strategy is rolled out and executed with consideration of market unit feedback and priorities. In this role you will own the ANZ AI GTM strategy and across the market unit with a clear focus on pipeline generation progression and Business AI adoption.

KEY RESPONSIBILITIES

The ANZ AI Customer Advisory Lead has a mix of Business Development and Presales skills to drive success in responsibilities across GTM strategy demand generation strategic engagement pursuits to drive pipeline progression thought leadership community engagement and enablement partner management and AI adoption to drive customer success. With a sound understanding of SAP solutions (across Finance Supply Chain Procurement and more) you will identify AI solutions relevant to the customers landscape and push forward our growth ambition for the AI pipeline in ANZ.

Core priorities and tasks are as follows:

01 GTM Strategy & Demand Generation

• Work closely with the ANZ MD and CBO to define localised short and midterm GTM strategy for AI with focus on pipeline development pipeline progression and adoption. This includes collaboration and alignment with global AI teams Regional Business AI Head and ANZ Market Unit Customer Advisory teams to help us rapidly accelerate our AI ambitions.
• Localise & refine AI sales motions for ANZ to build a strong and healthy AI Pipeline as well as AIinfluenced BTP / BDC Pipeline.
• Work closely with ANZ Marketing team on event roadmap content and ensuring consistent external messaging in support of SAPs AI vision. This includes strategic initiatives defined by the ANZ Marketing Leadership team.
• Cascade and communicate the GTM strategy to Solution Areas Black Belts & ANZ leadership. Acts as a multiplier in the market unit also working closely with the partner ecosystem org and partners directly.

02 Deal Progression

• Drive SAP Business AI messaging across all top deals under Enterprise High Touch & Corporate Field customer segments;
• Run AI Inspiration & Discovery workshops support ideation and mapping of customer challenges to embedded or custom AI use cases to build multimillion Euro AI opportunities.
• Support the development and localisation of AI programs & services that Customer Advisory needs to offer to our customers effectively grow the AI business in ANZ
• Conduct costbenefit analyses and develop business cases to support AI investment decisions with Value Advisory teams.
• Leverage the latest Business AI demos and as a facilitator presenter and storyteller with the ability to present complex ideas in a clear concise fashion to technical and nontechnical audiences

03 AI Adoption

• Establish a channel for customer success between Customer Advisory Customer Success Partners (CSPs) RIG (Regional Implementation Group) Services and Labs teams to foster better deployments and happier customers.
• Implement a structured approach for gathering and analyzing customer feedback postimplementation to drive continuous improvement in AI solutions and services
• Work closely with the Customer Reference Account Enterprise Architect (EA) Solution Area CSPs and Global AI teams to identify accounts adopting AI willing to turn into lighthouse AI references with a focus on Joule & Premium AI
• Support the development and maintenance of a repository of case studies and customer testimonials to support sales efforts and showcase the value of SAPs AI solutions

04 Thought Leadership and Enablement

• Serve as a subject matter expert on AI technologies trends and best practices. Stay up to date with the latest advancements in AI and identify opportunities to translate hype into business outcomes.
• Collaborate with product management teams to influence product development based on market trends customer feedback and competitive analysis.
• Coown the enablement content & delivery for AI in Customer Success together ANZ Market Unit CBO MD and Regional Business AI Head
• Coach and finetune the AI messaging for the ANZ leadership team to influence AI pipeline at various forums.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

The successful candidate for the ANZ AI Customer Advisory Leader role will bring the following experience and attributes:

Experience:

• Senior level 10 years) with significant experience driving complex deals and a strong record of achievement in business development and GTM .
• Understands SAP Business AI strategy and SAP product portfolio.
• Sound understanding of technical concepts in AI architectural considerations and latest developments in AI; handson experience with AI is a plus.
• Deep experience of customer AIfocused engagements.
• Innovation Track Record: Drives operational innovation based on a deep understanding of customer and organizational landscape & business factors.
• Transformation: Track record of translating transformations and strategy into operational proven by measurable business success (top line or bottom line)
• Customer Focus: Well respected market facing proven leader in customer success and customer empathy across LoBs Segments and/or Industry
• Record of building strong and loyal customer and partner relationships that translate to measurable business outcomes.

Leadership Competencies:

• Leads with expertise and an innovation mindset.
• Leads a matrixed team through vision engagement competency and influence. Well respected both internally and externally.
• Optimistic outlook and agile mindset. Quickly addresses challenges and leads and inspires through adversity.
• Has executive presence and credibility. Effectively interacts with CxOs.
• High integrity and ethics. Demonstrates SAPs values and culture.

Behavioural Competencies:

• Customer Focused. Result oriented.
• Agile with a proven ability to work under pressure with extreme flexibility.
• Communicates clearly and effectively both in written and spoken form.
• Innovates experiments & incorporates new approaches to put Customers First.
• Well networked internally and externally.
• Promotes a culture of trust feedback transparency informed risktaking and excellence.

Education:

• Bachelors Degree or equivalent accreditation required; Masters Degree or MBA Preferred.

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 endtoend 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 purposedriven and futurefocused 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 SAPyou can bring out your best.

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EOE AA M/F/Vet/Disability:

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.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 424376 Work Area: Presales Expected Travel: 0 10 Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LIHybrid.