Industry Executive Advisor - Utilities

SAP • Stanford, CA

12d • $194,100 - $411,600 • Hybrid

About The Position

The Industry Executive Advisor is a critical role supporting our America’s Utilities business to grow sales pipeline and engage with our customers to secure revenue. The Industry Executive Advisor provides industry perspective, strategic solution advice, and thought leadership to support sales cycles and customer co-innovation programs, drive pipeline growth and quality through demand generation strategies, and contribute to building and maintaining SAP’s leadership position in the industry and associated industry segments.

Requirements

• 10+ years of relevant Utilities industry executive experience preferred either as a practitioner focusing on supply chain logistics, HR, Procurement, Finance or 15 + years technical and operational consultant to the industry
• Viewed as industry expert and knowledgeable on how technology addresses industry challenges and opportunities.
• Must exhibit an executive presence with Proven CxO level engagement skills
• Proficient speaker in customer 1:1 and 1: Many event situations. Must exhibit an executive presence
• SAP Industry and/or product line business development. Experience building and retaining strong customer relationships
• Experience in diverse technology landscape and process/technology integration issues, SAP technologies
• Business Development, Management Consulting experience

Nice To Haves

• Market knowledge on trends / strategies / business drivers / challenges
• Business processes – understand the complexities of public sector agencies and lines of business
• Understand how technology needs to support all above.
• Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive
• Excellent and energetic public speaking skills
• 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 selling acumen – ability to differentiate in complex sale
• Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail
• Can do attitude with passion for how technology can be used to enable industry strategic initiatives.

Responsibilities

• Analyze the industry’s potential and help craft a go-to-market approach for the industry defining and developing compelling industry specific content
• Combine SAP go-to-market strategies with industry perspective to develop and execute programs designed to build high-quality pipeline
• Work closely with industry and regional marketing management to ensure that we align marketing dollars to big bet areas in the industry
• Develop and execute a quality and actionable Industry plan for the North American market With Quarterly industry business plan review & Global Industry Business Unit interlock
• Lead initial meetings with customer executives and educate the customers on industry trends, successes at other companies in their industry and SAP Portfolio
• Partner with field sales teams, Marketing, Demand Generation to identify revenue opportunities, create account strategies, and execute sales plays
• Get doors open. Build new connections and qualified pipeline opportunities
• Develop customer references in the industry to showcase SAP’s customer successes and educate the ecosystem on these references
• 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 SAP’s ASUG
• Write whitepapers and other thought leadership pieces to illustrate important industry / cross-industry topics
• Develop content for conveying the SAP strategy and industry solutions (including new innovations) while working closely with other global industry teams
• Become a trusted advisor inside of your industry
• Lead customer executive conversations
• 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
• Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes
• Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)
• Help shape the engagement (C to B stage) 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.
• 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 relationships and references

Benefits

• Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
• Flexible work environment
• We foster a culture of trust and innovation within the team where bringing your authentic self is the foundation
• Our people make the difference and are lifelong learners and learning never stops
• SAP is an equal opportunity employer
• SAP North America Benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed