What you’ll do
- Industry Demand Generation:raise the awareness of SAP’s industry capabilities, execute innovative sales plays, and partner with sales and solution colleagues to develop SAP’s strategic accounts.
- Vision-to-Value:engage collaboratively with select customers and leverage our knowledge of the industry, discover business goals and challenges and shape an inspiring customer vision that can be enabled by an SAP-supported roadmap to deliver tangible business outcomes
- Executive Value Proposals:co-create a coherent story of how the customer’s goals are best supported by SAP’s unique value proposition to support investment decision in SAP’s solutions
- Value Realisation:
- Making Industry Markets andGeneratingDemand
Market analysis, strategy and industry thought leadership
- Analyse the industry’s potential and help craft a go-to-market approach to build high-quality pipeline.
- Develop SAP's industry brand through thought leadership on social and traditional media, content creation, and presenting at industry events.
- Build and maintain a customer network.
Strategic Account Business Development:
- Partner with field sales teams to identify revenue opportunities and lead account strategies.
- Align with customer C-level executives to uncover business challenges that can be solved by SAP.
- Ensure important customer goals and KPIs remain in focus in sales engagements.
- Executing Vision-to-ValueEngagements with Priority Customers
- Position and lead SAP’s engagements to build the case-for-change enabled by SAP solutions.
- Lead design thinking workshops to explore new business models and develop future vision.
- Use techniques such as interviews and process benchmarking to discover value opportunities.
- Work with solution colleagues to ensure our solution capabilities are connected to value drivers.
- Identify, calculate, and validate the value potential and ROI of SAP-enabled transformation.
- Co-creating Executive Value Proposals
- Work with the account team to ensure compelling industry and value messages are conveyed in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos etc.
- Assist customer executives to build and deliver board-level justification documents (case for change) for approval of multi-million transformation projects enabled by our software.
- Validating Value Realisation
- Monitor the progress selected customers are making in their SAP-enabled transformations.
- Through customer interviews and assessments, document the value realised for reference purposes.
- A pro-active, flexible and can-doattitude
- Willing to take either a leading or supporting role, depending on context and team composition.
- Builds trust with colleagues and customers by delivering high quality results rapidly and reliably.
- Bridges knowledge gaps by actively networking and seeking out information.
- Anaptitudefor industry-based, consultative selling
- Combines an understanding of industry dynamics, customer strategy and business models to identify and articulate value opportunities.
- Masters techniques such as workshop facilitation, issue analysis, benchmarking and cost-benefit/ROI analysis to develop clear, well supported recommendations in written documents.
- Delivers crisp presentations to small and large audiences and deals efficiently with objections.
- Executive and salesawareness
- Able to shape interventions and communications appropriately with an awareness of the dynamics and incentives of our sales executives and customers.
- Actively position our services by pro-actively identifying situations where IVA can add value, both internally with account teams and externally with customers.
- Capable of shaping and motivating a course of action in ambiguous situations, or where our services may be unsolicited.
What you bring
- Significant experience in Strategy, business, or technology consulting
- Deep expertise in business development or value advisory for software or cloud services.
- Strategy setting, transformation or P&L leadership in specific industries like Manufacturing (CP, Retail etc) preferred.
- Bachelor degree (or equivalent) required, MBA or equivalent from accredited university preferred.
- Fluency in spoken and written English
- Excellent report (PPT, Word) authoring skills using the pyramid principle and with attention to detail.
- Strong group management and facilitation skills; design thinking or similar methods a strong plus.
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