SAP Industry Executive Senior Advisor - Retail Food Drug Grocery Convenience 

United States, Pennsylvania, Newtown Township 

743365961

Area 1 – Industry GTM Planning & Strategy:

• Develop and execute a quality and actionable Industry plan for the North American market
• Quarterly industry business plan review & Global Industry Business Unit interlock
• Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners
• Develop compelling industry specific content for North America in support of the 5 areas

Area 2 – Drive Awareness & Generate Demand for the Industry in North America:

• 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 ASUG
• Get doors open. Build new connections and qualified pipeline opportunities
• Execute with Marketing on events, social and digital plans
• Provide Industry advisory for account planning

Area 3 – Mature Industry Opportunities in Pipeline:

• Accelerate pipeline opportunity conversion to qualified customer engagements
• 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

Area 4 – Support Deal Execution:

• Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes
• Help shape the engagement 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.
• Lead customer executive conversations

Area 5 – Support Customer Success Realization:

• 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 references

Experience

• 5+ years of relevant Retail - Food, Drug, Grocery, and Convenience industry experience preferred either as a practitioner or an operational consultant to the industry
• 3+ years of application solution / product experience (preferably SAP)
• Business Development and/or Management Consulting experience
• Knowledgeable on Retail - Food, Drug, Grocery, and Convenience Industry
  • Market / strategies / business drivers / challenges – per segment
  • Business processes – across a broad set of buying centers in the business
  • How technology needs to support all above.
• Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive
• Proficient speaker in customer 1:1 and 1: Many event situations.
• Experience building and retaining strong customer relationships
• Experience in diverse technology landscape and process/technology integration issues

Qualifications, Education and Preferred Skills

• Must exhibit an executive presence in both face to face and virtual engagements
• Excellent and energetic public speaking skills
• Proven CXO engagement skills
• Growth / business ownership mentality and approach = build and grow a business
• 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 sellingacumen – ability to differentiate in complex sale
• Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail
• Can do attitude
• Passion for how technology can be used to enable industry strategic initiatives.
• SAP technology knowledge is a bonus (consulting / presales / solution management is a plus)

Role Features

• Business development profile with ~ approximate 30% - 50% travel
• This is an elite team with high visibility and exposure to SAP and Customer leadership
• Flexible work environment
• Culture of trust and teamwork
• Learning never stops
• SAP is an equal opportunity employer

Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy

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Philadelphia