Industry Executive Advisory- Mill and Mining

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.

• 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

• 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

• 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

• 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

• 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

• 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.

• Mining
• Primary Metals
• Fabricated Metal Products
• Forest Products
• Furniture & Textiles
• Building Materials

• 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 /…