Industry Executive Advisory- Mill and Mining

SAP • Chicago, IL

42d • $194,100 - $411,600 • Hybrid

About The Position

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.

Requirements

• 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

Responsibilities

• 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
• 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
• 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.
• 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.
• 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

Benefits

• Flexible work environment
• Culture of trust and teamwork
• Learning never stops
• SAP is an equal opportunity employer
• 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.
• SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities.

What This Job Offers

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