Retail Industry Value Advisor Expert

**What we offer**

**ROLE DESCRIPTION**

Support the regional industry business to grow sales pipeline and engage with our customers to secure revenue. Focus on adopting standardized approaches for value-based sales activities in Retail industries. Support the development of pipeline build strategies and scale initiatives resulting in increased industry pipeline, revenue, and elevation of SAP’s leadership position in partnership with sales and the Virtual Account Team.

**EXPECTATIONS AND TASKS**

The Industry Advisor Expert provides senior strategic sales cycle support on relevant solutions for the industry. 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 the industry segment.

Strategy - Industry & GTM Planning
- Guide and lead the development of Industry business plan aligned with Sales leadership and Industry Business Unit
- Provide guidance to Enable/Industrialize Sales, Marketing, Inside Sales and the broader Virtual Account Teams
- Influence and “Industrialize” SAP Partners and oversee engagements

Demand Generation
- Guide the development of industry relevant account strategies working with sales teams
- Collaborate and execute with Marketing on Events, Social and Digital plans to develop leads leveraging new content, benchmarking, tools available
- Present at industry and customer conferences

Business Development / Demand Acceleration
- Oversee and lead early stage customer executive meetings
- Oversee industry relevant customer engagements to nurture opportunities

Customer Engagement to Deliver Revenue
- Work as part of one Virtual Account Team to jointly develop and refine customer deliverables to incorporate industry relevance and SAP differentiated value proposition

Insights / Practice Development
- Guide thought leadership development, practice development project for key line of business buying centers in Retail industries
- Establish and nurture senior customer executive relationship to develop customer reference stories to showcase value metrics relevant to the Industry

**WORK EXPERIENCE**
- 12+ years of professional experience in Sales / Consulting / Industry Solutions in the Retail Industries including minimum 4 years of management consulting experience with leading international firms or 5 + years of Value Engineering experience and/or industry / solution segment
- Experience in diverse technology landscape and process/technology integration issues
- SAP product experience and/or 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.
- Experience with executive interview techniques
- Experience in design and facilitation of executive workshops aligning diverse perspectives and expectations.
- Experience building and retaining strong customer relationships
- Strong experience with business case creation, analysis, and research.
- Advanced knowledge of value selling methodology & processes, opportunities, value chain and ecosystem analyses experience.
- Fluency in English. Fluency in the language of one or more EMEA South local markets desirable.
**EDUCATION AND QUALIFICATIONS / SKILLS AND COMPENTENCIES**
- Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
**Additional Locations**: Anywhere in the EMEA South region

**We are SAP**

**Our inclusion promise**
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID:319864 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time |