Industry Value Advisor | Chemicals Industry Job Otro

de Empresa en Estado de Mexico
Publicado el 20-09-2016 en Otros

Requisition ID: #
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Management
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.
Lead customer engagements to assess strategic objectives, innovation
scenarios, key improvement opportunities and other sources of incremental
economic value.  Lead strategic account planning sessions with customers,
facilitate customer visioning workshops, and lead delivery of value focused
engagements.  Partner with field sales teams to identify revenue
opportunities, create account strategies, and execute sales plays.  In focused
industry segments, responsible for demand generation, industry pipeline build
strategies and development of scale initiatives resulting in increased
industry pipeline, revenue and in elevating SAP’s leadership position in an
industry segment within a specific region / Market Unit.
Contribute to practice development through thought leadership content,
business benchmarking, best practice assessments, and customer success
studies.  Represent SAP externally and internally on a local level on industry
sector, innovation and value management related topics.
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
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,
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,
12+ years of professional experience in Sales / Consulting / Industry
Solutions experience including min 4 years of management consulting experience
with leading international firm  or 5 + years of VE experience and/or industry
/ solution segment
Experience in diverse technology landscape and process/technology integration
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 in developing deployment project plans and long term IT Roadmaps (
Value Architect required)
SAP Industry and/or product line business development.  Experience building
and retaining strong customer relationships
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.  Fluency in the language of
local markets desirable.
Bachelor’s degree (or equivalent) required, MBA or equivalent degree required
from accredited university preferred
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.NorthAmericasap or
Careers.LatinAmericasap, APJ: Careers.APJsap, EMEA: careerssap). Requests for
reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection

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