Industry Advisor Energy and Natural Resources

Job description / Role

Industry Advisor Energy and Natural Resources - Dubai

Requisition ID: 180803
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
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.

ROLE DESCRIPTION:

Provide industry thought leadership, strategic solution advice, and expert consultation to support customer co-innovation, enterprise transformation, and business process performance improvement programs. Establish SAP as a thought leader within the C-suite.

Location:

The successfull candidate can be based anywhere within EMAE South (Middle East, Southern Europe, Africa etc.)

Lead customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Support strategic account planning sessions with customers, facilitate customer visioning workshops, and lead delivery of value focused engagements. Partner with field sales teams & local Industry Value Engineers to identify revenue opportunities, create account strategies, and execute sales plays. Establish demand generation initiatives, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP's leadership position in the Energy & Natural Resources segment within EMEA South.

Represent SAP externally and internally on a local & regional level in the industry sector, innovation and value management related topics. This should be done through attendance and contribution to key industry initiatives, forums, media and other channels. Importantly the role intends to elevate SAP to a business discussion with key executives including a significant executives outside of IT.

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.

Requirements

WORK EXPERIENCE:
- 10+ years of professional experience in Sales / Consulting / Industry Solutions experience.
- Ability to communicate effectively to business executives at the C-level
- Ability to quickly assess and adapt as well as guide customers around innovation and how technology can help them reinvent their business &/or lead to significant value gains
- 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 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.

EDUCATION AND QUALIFICATION:

Bachelors degree or equivalent required, MBA or equivalent beneficial

Location

The successfull candidate can be based anywhere within EMAE South (Middle East, Southern Europe, Africa etc.)

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.

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.