Industry Executive Advisory- Utilities
SAP SE, Palo Alto, CA, United States
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.
What You’ll Do Area 1 – Industry Market Analysis, Planning and Strategy
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
Area 2 – Drive Awareness and Business Development
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
Area 3 – Thought Leadership
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
Area 4 – Mature Industry Opportunities in Pipeline and Support Deal Execution
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.
Area 5 – Customer Advisory and Success
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
What You Bring
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
Knowledge and Preferred Skills
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.
Meet Your Team
C-level experienced team with high visibility and exposure to SAP and Customer leadership
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
Expect travel to be 20% to 30% max annually meeting with executives and customers.
Location Open to additional location – Denver
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, etc.), 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 towards 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 this 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: SAP North America Benefits.
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What You’ll Do Area 1 – Industry Market Analysis, Planning and Strategy
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
Area 2 – Drive Awareness and Business Development
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
Area 3 – Thought Leadership
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
Area 4 – Mature Industry Opportunities in Pipeline and Support Deal Execution
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.
Area 5 – Customer Advisory and Success
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
What You Bring
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
Knowledge and Preferred Skills
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.
Meet Your Team
C-level experienced team with high visibility and exposure to SAP and Customer leadership
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
Expect travel to be 20% to 30% max annually meeting with executives and customers.
Location Open to additional location – Denver
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, etc.), 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 towards 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 this 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: SAP North America Benefits.
#J-18808-Ljbffr