Industry Value Advisory (IVA) Head for Middle East

Job description / Role

Industry Value Advisory (IVA) Head for Middle East South

Requisition ID: 290374
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time

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.

PURPOSE AND OBJECTIVES

We seek a Head of Industry Value Advisory to lead our Middle East South Industry Value Advisory team (IVA).

The primary focus of the IVA team is to support the creation of the industry go-to-market, to engage with customers to support the generation, maturing and closing of opportunities, and to work with selected customers on realizing the business value. Working with the other Virtual Account Team (VAT) participants, the IVA team drives industry and value management practice in Sales engagement, in strong alignment and collaboration with all experts in the VAT team (Sales, Presales Business and Enterprise Architects, COE and solution Presales) to shape the customer value roadmap and deliver board-level justifications for investment in SAP-enabled transformations.

This is a crucial position that brings our primary go-to-market (industries) to life and ensures we can differentiate ourselves on the market, enthuse our customers, and support long-term strategic partnerships.

The 2021 IVA priorities include:

- Ensuring relevant and powerful industry messages and initiatives that we take to market
- Accelerating cloud growth, especially through the 'RISE with SAP' initiative
- Improving the collaboration with the Presales and COE Advisory teams to create a coherent frot with sales to ensure success of developing strategic roadmaps and deals with customers
- In line with the LACE operating model, continuously innovate the IVA services and deliverables, customer experiences during the engagement execution, thought leadership to improve the impact SAP can Deliver
- Delivering strategic thinking and innovation ideas for key industries
- Building and maintaining a sufficient 4 rolling quarter pipeline
- Using industry innovation, stories and expertise to differentiate ourselves to our customers
- Leading a team through strong execution

EXPECTATIONS AND TASKS

As Head of IVA you

- Partner with Local Sales Leadership, COO and Industry Customer Advisory (ICA) to shape the MU GTM and identify focus customers
- Initiate and ensure execution of industry-led demand generation in line with GTM priorities
- Prioritize and evaluate engagements for maximum impact, according to the qualification criteria and Franchise guidelines
- Engage with C-levels at strategic customers to initiate and steer joint engagements
- Provide guidance to shape our approach to client context, to improve deliverables quality and impact
- Recruit and coach team members to improve individual skills, address development priorities and retain top performers
- Align with ICA peers, MU peers and sales leadership to ensure effective ongoing collaboration
- Work within IVA team to innovate and improve Value Advisory methods and content, by creating synergies and collaboration within the ICA broader organization
- Are responsible for maximizing team contribution to client satisfaction and MU (revenue) goals

JOB SPECIFIC COMPETENCIES & SKILLS

We seek a highly motivated, pro-active, and agile leader who has hands-on experience of value advisory in the enterprise software industry to build big value-based and strategic transformational deals, and

- is experienced in building and leading high-performing teams,
- is customer focused, thinks strategically and analytically, and understands C-level agendas
- executes with operational rigor
- has executive presence and sales awareness to build trust and shape interventions,
- networks within and outside SAP with partners and customers to generate momentum,
- masters the pyramid principle to produce concise, structured deliverables with revleant messages , and
- can deliver keynotes and crisp presentations to articulate SAP's strategy to large and senior audiences.

As part of the Industries and Customer Advisory Community, the perfect candidate is able to work in complex organization set-up, exploiting the power of the "matrix" organization, be able to cooperate in challenging sitauiton and continuously breaking the silos. Past experience in IVA and/or Presales organization, as well as experiences in the Middle East markets can be an addition to the candidate profile, but not mandatory to have.

Requirements

EXPERIENCE
15 or more years, of which at least 3 years in leadership positions, in one or more roles such as

- Strategy and management consulting to drive and/or implement transformations
- Technology consulting with SAP or other enterprise software solutions

EDUCATION & QUALIFICATIONS

- Bachelor's degree (or equivalent) required, MBA or equivalent recommended
- Fluency in spoken and written English,
- Excellent report authoring skills (PPT, Word).

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .

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 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.

Successful candidates might be required to undergo a background verification with an external vendor.

The key to SAP's success? Our people.
We grow. We lead. We innovate - together! We believe that the difference between success and failure is a great team. As colleagues, we support, challenge, and inspire one another every day. We're results-driven and ready to go the extra mile for our customers. We all work from different places dealing with different challenges and opportunities. But our goal is mutual. We build breakthroughs, together.

Driven by innovation? It's in our DNA.
At SAP, innovation is more than just developing top-notch software - it's creating technologies that open up new possibilities. As a cloud company we are future-proofing our customers' business and building systems that provide a foundation for growth and innovation. We know this doesn't happen by accident, so we provide a working environment that promotes free thinking, bold ideas, and collaboration. Of course, having the resources and expertise of a major global organization helps too.

Got ambitious goals? Achieve them - at SAP.
Stay relevant, agile, successful. SAP's robust portfolio of learning and development offerings helps you unlock your potential, stay ahead of technology and accelerates your career. At SAP, we want to make sure our employees are happy, healthy, fulfilled, challenged - and working towards their individual career goals.

There's more to it than coding.
Learn, innovate, and get rewarded. Be your best in a flexible and collaborative environment. The boldness it took to start our company is exactly what we need to keep growing it. That's why we introduced the Hasso Plattner Founders' Award - the highest employee recognition at SAP. It's awarded annually by the CEO to an individual or team whose extraordinary achievement best delivers on SAP's vision and strategy.

Driven by innovation.
SAP has continuously evolved to become a market leader in end-to-end enterprise application software, database, analytics, intelligent technologies, and experience management. Our customers are solving the world's hardest problems. As a cloud company we are future-proofing our customers' business and building systems that provide a foundation for growth and innovation. Our vision of the future of enterprise IT is simple - software must be hyper-personalized, modular in nature, and support outcome-based business models.

Not all heroes wear capes.
The key to SAP's success? Our people. They are innovators, leaders, and all around great human beings. They come from many different countries, speak many different languages - and bring their own unique experiences to the table.

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.