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 Consumer Products 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 Consumer Products 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
We win with inclusion
Plano
Dallas