AI Advisor- GTM

SAP•Houston, TX

3d•Hybrid

About The Position

The Customer Advisory AI Solution Advisor works closely with SAP’s Sales organization and the partner ecosystem to define account strategy as it relates to Artificial Intelligence. AI SAs are responsible for bridging the gap between the customer’s business strategy and relevant Business AI solutions. They are trusted advisors for the customer and SAP sales team to map AI commercials to a customer’s AI roadmap. As an AI Solution Advisor, you will focus on the following key areas: Providing Commercial Guidance to Sales Teams Provide account GTM strategy for SAP’s Business AI for all sales teams under a single second-level sales manager (SLSM) within the market unit this role supports. Supporting sales cycles end-to-end for marquee accounts within the SLSM’s set of customers Clarify commercial details as well as basic AI contractual terminology with customers and sales teams Triage incoming requests from customers and sales teams around commercials, legal, and software functional use cases Help to facilitate bi-weekly office hours with regional sales teams Creating an SAP AI Vision for the Customer to build Pipeline Support building customer demand through appropriate thought leadership positioning. Understand customer’s business process map and business model with industry reference architecture focus. Understand customer’s current enterprise landscape and future needs. Drive the positioning of standard AI approaches leveraging SAP Business AI Engage in pipeline-building activities such as account planning, quarterly business reviews, and regional AI community events Building Key Business AI Deliverables to drive Sales Results Facilitation and execution of AI Discovery Workshops Drive Business AI architecture and capability mapping to solution design. Ensure IT feasibility of the Business AI mapping to SAP solution architecture. Support customer cloud transformation roadmap definition (business and application focus). Drive customer cloud/hybrid transformation roadmap definition (standard cloud application and technology focus). Being a Business AI Advisor for the Customer to create Lifetime Value Support customer workshops and meetings to develop relationships with key stakeholders at the customer Support updating AI roadmaps & solution maps with the customer and assigned sales team members. Drive solution expansion by highlighting value & linkages to the broader SAP Portfolio Support the end-to-end lifecycle of solution activation and consumption.

Requirements

An understanding (technical and/or non-technical) of AI in a business context
Experience working with and selling software to large enterprises
Collaboration with Solution Management, Sales, Presales, Adoption/Consumption, Consulting or Business Development, demonstrating successful outcomes over multiple years
Familiarity with the enterprise software sales process and Business AI commercials
Experience acting as the trusted representative of an enterprise software organization to a customer
Proven professional networks in the market to drive pipeline and revenue growth for SAP.
Proven leadership and project execution experience.
Proven experience of driving tangible outcomes in enterprise customer software sales.
Fluency in English; any other language is an asset.

Responsibilities

Provide account GTM strategy for SAP’s Business AI for all sales teams under a single second-level sales manager (SLSM) within the market unit this role supports.
Support sales cycles end-to-end for marquee accounts within the SLSM’s set of customers
Clarify commercial details as well as basic AI contractual terminology with customers and sales teams
Triage incoming requests from customers and sales teams around commercials, legal, and software functional use cases
Help to facilitate bi-weekly office hours with regional sales teams
Support building customer demand through appropriate thought leadership positioning.
Understand customer’s business process map and business model with industry reference architecture focus.
Understand customer’s current enterprise landscape and future needs.
Drive the positioning of standard AI approaches leveraging SAP Business AI
Engage in pipeline-building activities such as account planning, quarterly business reviews, and regional AI community events
Facilitation and execution of AI Discovery Workshops
Drive Business AI architecture and capability mapping to solution design.
Ensure IT feasibility of the Business AI mapping to SAP solution architecture.
Support customer cloud transformation roadmap definition (business and application focus).
Drive customer cloud/hybrid transformation roadmap definition (standard cloud application and technology focus).
Support customer workshops and meetings to develop relationships with key stakeholders at the customer
Support updating AI roadmaps & solution maps with the customer and assigned sales team members.
Drive solution expansion by highlighting value & linkages to the broader SAP Portfolio
Support the end-to-end lifecycle of solution activation and consumption