Industry Executive Advisory- Mill and Mining
SAP SE, Chicago, IL, United States
Industry Executive Advisory – Mill and Mining
The Industry Exec Advisor is a critical role supporting our North America Mill & Mining Industry 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 drive pipeline growth and quality through demand generation strategies, support sales cycles and customer co‑innovation programs, and contribute to building SAP’s leadership position in the industry.
Duties and Responsibilities Area 1 – Industry GTM Planning & Strategy
Develop and execute a quality and actionable Industry plan for the North American market
Quarterly industry business plan review & Global Industry Business Unit interlock
Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners
Develop compelling industry specific content for North America in support of the 5 areas
Area 2 – Drive Awareness & Generate Demand for the Industry in North America
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
Get doors open. Build new connections and qualified pipeline opportunities
Execute with Marketing on events, social and digital plans
Provide Industry advisory for account planning
Area 3 – Mature Industry Opportunities in Pipeline
Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)
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
Area 4 – Support Deal Execution
Differentiate SAP by industry throughout the sales cycle to increase win‑rates and grow deal sizes
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.
Lead customer executive conversations
Area 5 – Support Customer Success Realization
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
Experience
5+ years of relevant Mill & Mining industry experience either as a practitioner or an operational consultant to the industry.
3+ years of application solution / product experience (preferably SAP)
Business Development and/or Management Consulting experience – Knowledgeable on the broad Mill & Mining industry.
Market, strategies, business drivers, business processes across a broad set of buying centers in the business.
Proficient speaker in customer 1:1 and 1:Many event situations.
Experience building and retaining strong customer relationships.
Experience in diverse technology landscape and process/technology integration issues.
Industry reputation / brand – network of industry relationships. Participation in relevant industry associations is a strong positive.
Industries Included
Mining
Primary Metals
Fabricated Metal Products
Forest Products
Furniture & Textiles
Building Materials
Qualifications, Education and Preferred Skills
Must exhibit an executive presence – excellent and energetic public speaking skills.
Proven CXO engagement skills.
Growth / business ownership mentality and approach – build and grow a business.
Great storyteller using customer examples to explain why do anything, why now, 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.
Passion for how technology can be used to enable industry strategic initiatives.
SAP technology knowledge is a bonus; consulting / presales / solution management is a plus.
Role Features
Business development profile – elite team with high visibility and exposure to SAP and Customer leadership.
Flexible work environment.
Culture of trust and teamwork.
Learning never stops.
Open to additional allocations in the US.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), 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. 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 the selection process. Please reference the link for a summary of SAP benefits and eligibility requirements.
Requisition ID: 451809 | Work Area: Presales | Expected Travel: 0‑30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI‑Hybrid
#J-18808-Ljbffr
Duties and Responsibilities Area 1 – Industry GTM Planning & Strategy
Develop and execute a quality and actionable Industry plan for the North American market
Quarterly industry business plan review & Global Industry Business Unit interlock
Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners
Develop compelling industry specific content for North America in support of the 5 areas
Area 2 – Drive Awareness & Generate Demand for the Industry in North America
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
Get doors open. Build new connections and qualified pipeline opportunities
Execute with Marketing on events, social and digital plans
Provide Industry advisory for account planning
Area 3 – Mature Industry Opportunities in Pipeline
Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)
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
Area 4 – Support Deal Execution
Differentiate SAP by industry throughout the sales cycle to increase win‑rates and grow deal sizes
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.
Lead customer executive conversations
Area 5 – Support Customer Success Realization
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
Experience
5+ years of relevant Mill & Mining industry experience either as a practitioner or an operational consultant to the industry.
3+ years of application solution / product experience (preferably SAP)
Business Development and/or Management Consulting experience – Knowledgeable on the broad Mill & Mining industry.
Market, strategies, business drivers, business processes across a broad set of buying centers in the business.
Proficient speaker in customer 1:1 and 1:Many event situations.
Experience building and retaining strong customer relationships.
Experience in diverse technology landscape and process/technology integration issues.
Industry reputation / brand – network of industry relationships. Participation in relevant industry associations is a strong positive.
Industries Included
Mining
Primary Metals
Fabricated Metal Products
Forest Products
Furniture & Textiles
Building Materials
Qualifications, Education and Preferred Skills
Must exhibit an executive presence – excellent and energetic public speaking skills.
Proven CXO engagement skills.
Growth / business ownership mentality and approach – build and grow a business.
Great storyteller using customer examples to explain why do anything, why now, 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.
Passion for how technology can be used to enable industry strategic initiatives.
SAP technology knowledge is a bonus; consulting / presales / solution management is a plus.
Role Features
Business development profile – elite team with high visibility and exposure to SAP and Customer leadership.
Flexible work environment.
Culture of trust and teamwork.
Learning never stops.
Open to additional allocations in the US.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), 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. 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 the selection process. Please reference the link for a summary of SAP benefits and eligibility requirements.
Requisition ID: 451809 | Work Area: Presales | Expected Travel: 0‑30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI‑Hybrid
#J-18808-Ljbffr