SAP Regional Industry Leader, Public Sector, EMEA South in Vimercate, Italy
Requisition ID: 281104
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because its the best-run businesses that make the world run better and improve peoples lives.
Support the regional industry business to grow sales pipeline and engage with our customers to secure revenue. Focus on adopting standardized approaches for value-based sales activities in Public Sector. Support the development of pipeline build strategies and scale initiatives resulting in increased industry pipeline, revenue, and elevation of SAP’s leadership position in partnership with sales and the Virtual Account Team.
EXPECTATIONS AND TASKS
The Industry Advisor Expert provides senior strategic sales cycle support on relevant solutions for the industry. Responsible for demand generation, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP’s leadership position in the industry segment.
Strategy - Industry & GTM Planning
Guide and lead the development of Industry business plan aligned with Sales leadership and Industry Business Unit
Provide guidance to Enable/Industrialize Sales, Marketing, Inside Sales and the broader Virtual Account Teams
Influence and “Industrialize” SAP Partners and oversee engagements
Guide the development of industry relevant account strategies working with sales teams
Collaborate and execute with Marketing on Events, Social and Digital plans to develop leads leveraging new content, benchmarking, tools available
Present at industry and customer conferences
Business Development / Demand Acceleration
Oversee and lead early stage customer executive meetings
Oversee industry relevant customer engagements to nurture opportunities
Customer Engagement to Deliver Revenue
Work as part of one Virtual Account Team to jointly develop and refine customer deliverables to incorporate industry relevance and SAP differentiated value proposition
Insights / Practice Development
Guide thought leadership development, practice development project for key buying centers in Public Sector
Establish and nurture senior customer executive relationship to develop customer reference stories to showcase value metrics relevant to the Industry
14 years of professional experience in Sales / Consulting / Industry Solutions in the Public Sector including minimum 4 years of management consulting experience with leading international firms or 5 years of Value Engineering experience and/or industry / solution segment
Experience in diverse technology landscape and process/technology integration issues
SAP product experience and/or prior relevant industry/solutions experience. Viewed as industry/ solutions expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth.
Experience with IT / business alignment issues.
Experience with executive interview techniques
Experience in design and facilitation of executive workshops aligning diverse perspectives and expectations.
Experience building and retaining strong customer relationships
Strong experience with business case creation, analysis, and research.
Advanced knowledge of value selling methodology & processes, opportunities, value chain and ecosystem analyses experience.
Fluency in English. Fluency in the language of one or more EMEA South local markets desirable.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPENTENCIES
- Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
Expected Travel: 0 - 40%
Additional Locations : Anywhere in the EMEA South region
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If youre searching for a company thats dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now .
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ).
Successful candidates might be required to undergo a background verification with an external vendor.
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