Regional Industry Leader, Public Sector, EMEA South
Sybase
Barcelona, ES
hace 1 día

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done.

Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all.

We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

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 Public Sector.

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 buying centers in Public Sector

Establish and nurture senior customer executive relationship to develop customer reference stories to showcase value metrics relevant to the Industry

WORK EXPERIENCE

  • 14+ years of professional experience in Sales / Consulting / Industry Solutions in the Public Sector 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
  • Expected Travel : 0 - 40%

    Additional Locations : Anywhere in the EMEA South region

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