SAP Industry Advisor Energy and Natural Resources Job in Johannesburg, South Africa
Requisition ID: 180383
Work Area: Presales
Expected Travel: 0 - 70%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Provide industry thought leadership, strategic solution advice, and expert consultation to support customer co-innovation, enterprise transformation, and business process performance improvement programs. Establish SAP as a thought leader within the C-suite.
Lead customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Support strategic account planning sessions with customers, facilitate customer visioning workshops, and lead delivery of value focused engagements. Partner with field sales teams & local Industry Value Engineers to identify revenue opportunities, create account strategies, and execute sales plays. Establish demand generation initiatives, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP’s leadership position in the Energy & Natural Resources segment within EMEA South.
Represent SAP externally and internally on a local & regional level in the industry sector, innovation and value management related topics. This should be done through attendance and contribution to key industry initiatives, forums, media and other channels. Importantly the role intends to elevate SAP to a business discussion with key executives including a significant executives outside of IT.
Area 1: Identification, development, and execution of targeted sales opportunities; act as key expert in SAP’s IVE portfolio and serve as a primary conduit between the Global and Regional IBS and field sales organizations to oversee, influence and track the execution of key field sales priorities.
Area 2: Develop and validate high-quality business plans which clearly articulate our IVE strategy, GTM activities and key execution steps. Design customer engagements and select team members. Oversee engagement delivery and provide quality assurance. Recommend scope and project set-up to ensure on time, on quality delivery of customer solutions. Act as trusted advisor for customers.
Area 3. Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling. Regularly benchmark SAP customers for best practices and value achieved. Develop, refine, and leverage standardized innovative approaches, tools, methodologies, industry/Lob-specific content used in VE engagements, etc.
Area 4 Provide standardized approaches for IVE based sales activities. Enable the field sales and support roll–out of new training; conduct in class training for specific industries and contribute to e-learning content. Provide on demand access for industry specific expertise.
Area 5: Development of SAP’s IVE brand through thought leadership, content creation, appearances, articles and social and traditional media interviews, etc.
10 years of professional experience in Sales / Consulting / Industry Solutions experience.
Ability to communicate effectively to business executives at the C-level
Ability to quickly assess and adapt as well as guide customers around innovation and how technology can help them reinvent their business &/or lead to significant value gains
Experience in diverse technology landscape and process/technology integration issues
SAP product experience and/or 8-15 years prior relevant industry/solutions experience. Viewed as industry/ solutions expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth.
Experience with IT / business alignment issues.
Account Engagement Design and Facilitation.
Experience with executive interview techniques
Experience in design and facilitation of executive workshops aligning diverse perspectives and expectations. Executive presence
Experience with large account management
Experience leading engagements
Experience with business case creation, analysis, and research.
Advanced knowledge of value selling methodology. & processes, opportunities, value chain and ecosystem analyses experience. Customer facing experience. Fluency in English, any other language an asset.
EDUCATION AND QUALIFICATION:
Bachelors degree or equivalent required, MBA or equivalent beneficial
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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