Industry Executive Advisor- Tech Industry - WEST

We help the world run better

At SAP, we keep it simple: you bring your best to us, and we’ll bring out the best in you. We touch over 20 industries and 80% of global commerce, and we need your unique talents to help shape what’s next. The work is challenging – but it matters. You’ll find a place where you can be yourself, prioritize wellbeing, and truly belong.

The Industry Advisor is a critical role supporting our Americas High Tech 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. Key goals are to grow pipeline, market share, win rates, and references to build SAP’s leadership position in the industry.

• 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
• Execute with SAP and Partner Marketing on industry events, social and digital plans
• Provide Industry advisory for account planning
• Develop 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

• Become the Trusted Advisor to both Sales and the Customer based on deep industry expertise
• Develop industry specific account strategies
• Differentiates SAP by industry throughout the sales cycle to increase win‑rates and grow deal sizes
• Help shape engagement by advising sales teams to ensure a right industry message is delivered in deal engagement and execution deliverables such as RFP responses, business cases, product demos, and industry solution architecture

• Drive and support customer co‑innovation to solve industry specific business problems
• Act as 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 the plan
• Support Industry Customer Advisory Councils and networking
• Build and nurture customer references

• 10 years of relevant High Tech industry experience (Semiconductor, Software, EMS, OEM, Components) preferred as either a practitioner or an operational consultant
• Market, strategies, business drivers and challenges – per segment
• Business processes across a broad set of buying centers in the business
• Understanding of how technology supports all above requirements
• 10 years of application solution / product experience within the High Tech 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; a great storyteller using customer examples to explain why to do anything, why now, and 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 sales

• Business development profile with ~30% travel
• Elite team with high exposure to SAP and Customer Leadership
• Flexible work environment
• Culture of trust and teamwork
• Learning never stops
• SAP is an…