Industry Executive Advisory- Mill and Mining

Requisition ID: 451809
Work Area: Presales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF
Hiring Manager: Mark Lehew
Recruiter Name: Timothy Moore
Additional Locations:

What You’ll Do

The Industry Advisor is a critical role supporting our Americas Mill Products & Mining business. The Industry Advisor engages with customers in support of SAP Sales and Partners to provide industry perspective, strategic solution advice, thought leadership and differentiation. The key goals are to grow pipeline, market share, win rates, and references to build SAP’s leadership position in the industry.

Area 1 – Scale Industry Competence in The Field:

• Develop and execute a quality and actionable Industry plan for the Americas market
• Quarterly business reviews and interlocks with the Global Industry Business Owner
• Enable the field on what it takes to differentiate SAP in the industry
• Develop compelling America’s specific industry content in support of each of the 5 areas

Area 2 – Drive Market Awareness & Generate Demand:

• Develop industry specific sales plays to drive demand at scale

• Get new doors open in accounts.

• Conduct executive first meetings to differentiate SAP by industry relative to the customer’s objectives. Get SAP included in the evaluation.
• Execute with SAP and Partner Marketing on industry events, social and digital plans
• Provide Industry advisory for account planning
• 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

Area 3 – Support Deal Execution:

• Based on deep industry expertise – become the Trusted Advisor – to both Sales and the Customer.
• Develop industry specific account strategies
• 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, solution demos, industry solution architecture, etc.

Area 4 – Help Drive Industry Specific Innovation:

• Drive and support customer co-innovation to solve industry specific business problems
• Be the “voice of the customer” from the Americas back to the Global Industry Business Owners on solution specific requirements, roll-in, and roll-out.

Area 5 – Increase Customer Adoption & Consumption:

• 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

What You Bring

• 10+ years of relevant industry experience across as many of these industries as possible – Mining, Primary Metals, Fabricated Metals, Cable, Pulp & Paper, Packaging, Forest products, Building Materials, Cement & Concrete, Textiles.
• Either a practitioner or an operational consultant with domain expertise in the industries above
  • Market / strategies / business drivers / challenges
  • Business processes – across a broad set of buying centers in the business
  • How technology needs to support all above
• 10+ years of application solution / product experience within the Mill Products & Mining industry. SAP experience / knowledge is critical (consulting / presales / solution management is a plus)
• Business Development and/or Management Consulting experience - across all sizes of accounts
• Track record of delivering business growth and revenue results
• Executive presence with proven CXO engagement skills
• Excellent and energetic public speaking skills. Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP
• Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive

• Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.)
• Solution selling acumen – ability to differentiate in complex sale

Meet Your Team

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

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
SAP’s 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.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: [email protected].

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program , according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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 SAP’s 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 is 194100-411600 . The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection 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:

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Requisition ID: 451809 | Work Area: Presales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid