SAP Head AI - ANZ Customer Advisory 

Germany, Baden-Württemberg 

217910703

KEY RESPONSIBILITIES

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 mid-term 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 AI-influenced BTP / BDC Pipeline.
• Work closely with ANZ Marketing team on event roadmap, content and execution, ensuring consistent external messaging in support of SAP’s 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 multi-million 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 cost-benefit 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 non-technical 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 post-implementation 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 SAP’s 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.
• Co-own the enablement content & delivery for AI in Customer Success together ANZ Market Unit CBO, MD and Regional Business AI Head
• Coach and fine-tune the AI messaging for the ANZ leadership team to influence AI pipeline at various forums.

Experience:

• Senior level (10+ years) with significant experience driving complex deals and a strong record of achievement in business development and GTM execution.
• Understands SAP Business AI strategy and SAP product portfolio.
• Sound understanding of technical concepts in AI, architectural considerations and latest developments in AI; hands-on experience with AI is a plus.
• Deep experience of customer AI-focused 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 execution proven by measurable business success (top line or bottom line)
• Customer Focus: Well- respected, market facing proven leader in customer success execution 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 SAP’s 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 risk-taking and execution excellence.

Education:

• Bachelor’s Degree or equivalent accreditation required; Master’s Degree or MBA Preferred.

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