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Industry Value Advisor Expert -

Public Sector Job

Requisition ID: 141465
Work Area: Sales
Expected Travel: 0 - 10%
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

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 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.

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 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 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: or, APJ:, EMEA: Requests for reasonable accommodation will be
considered on a case-by-case basis.

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