Industry Advisor Manager

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

YOUR FUTURE ROLE

SAP stands to transform industries, grow economies, lift up societies, and sustain the environment. Because it’s the best-run businesses that make the world run better and improve people’s lives. SAP’s Business Suite turns any business into a best-run business. The Customer Advisory (CA) organization in MEE is chartered with differentiating SAP as the innovation partner of choice by making the Autonomous Enterprise’s value and experience real for every customer.

Industry Advisory (IA) sits within CA MEE and focuses on creation of industry strategy and go-to-market, leading customer engagements with industry knowledge and supporting the generation, maturing and closing of opportunities. Working with the other Virtual Account Team (VAT) participants, the IA team drives industry practice in sales engagements, in strong alignment and collaboration with all experts in the VAT team (Sales, Solution Advisors, Business and Technical Architects, Value Advisors, etc.) to shape the customer roadmap and deliver board-level justifications for investment in SAP-enabled transformations.

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

As the Head of Industry Advisory in MEE you define, and articulate SAP’s industry strategy and messaging, accelerate cloud and AI growth, and continuously innovate the IA services. You will be also responsible for supporting the success of your direct reports and the success of all employees within your business unit by helping to identify development opportunities and supporting team members to achieve their goals.

Your tasks will include but not only:

• Provide overall vision, leadership and management to the assigned IA organization
• Partner with Local Sales Leadership, IBUs, Regional and Market Unit Customer Advisory (CA) teams to shape the Reginal and 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
• Lead the team to consistently deliver relevant, impactful and compelling messaging in every interaction of the customer lifecycle
• 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 CA peers, MU peers and sales leadership to ensure effective ongoing collaboration
• Work within IA team to innovate and improve industry content, by creating synergies and collaboration within the CA broader organization
• Drive the transformation of Industry Advisory to achieve scale and increase reach
• Support achievement of SAP´s business revenue targets and related metrics
• Ensure high team satisfaction & high engagement of team members, keep attrition low
• Understand any potential knowledge gaps that exist within your team. Identify areas of development for each team member and work with each to define and execute a tailored learning plan

YOUR PROFILE

• 10+ years of professional experience in Sales / Presales / Consulting experience
• Experience in leading large teams, or strong evidence of potential to manage such a team, including members who are in multiple locations
• Demonstrable relevant industry experience and demonstrable strong understanding of SAP’s portfolio and strategy
• Experience in change management
• Demonstrated leadership in leading and developing high performing teams
• Ability to work in complex organization set-up, exploiting the power of the “matrix” organization, and ability to cooperate in challenging situation and continuously breaking the silos
• Record of building strong customer relationships
• Ability to show how to drive scale of operations without corresponding linear increase in resources
• Demonstrated ability to introduce practices to reduce stress and establishment of a healthy working environment
• Fluency in English MANDATORY, further languages of MEE especially German is a plus
• Bachelor's degree (or equivalent) required, MBA or equivalent degree preferred

Additional Requirements

• Passionate about industry thought leadership
• A pro-active, flexible and can-do attitude
• An aptitude for industry-based, consultative and value selling

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Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
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 world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility 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: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 451346 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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