Industry Executive Advisory- Utilities

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 Americas 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 SAPs leadership position in the industry and associated industry segments.

What Youll Do

Area 1 Industry Market Analysis Planning and Strategy:

Analyze the industrys 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 SAPs customer successes and educate the ecosystem on these references

Development of SAPs 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 SAPs 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 customers 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
SAPs 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.

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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 SAPs 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 is00.The actual amount to be offered to the successful candidatewill be within that range dependent upon the key aspects of each case which may include education skillsexperience scope ofthe role location etc. as determinedthrough theselection 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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Requisition ID: 451808 Work Area: Presales Expected Travel: 0 - 30% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid