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Industry and Value Advisory Teams

The Industry and Value Advisory (IVA) organization is chartered with differentiating SAP as the innovation partner of choice by making the Intelligent Enterprise value and experience real for every customer.     

600 Advisors globally

Our primary mission is to help shape our customers’ transformation journeys to enable them to deliver superior experiences to their customers and employees powered by the Intelligent Enterprise. This is done by co-creating compelling customer cases – from building a vision of running the business in innovative ways, to demonstrating the value created from investments over the customer transformation journey. By doing so, we contribute to the success of SAP’s Customer Success organization in achieving our quarterly and annual sales and profitability targets.

 

While our integral approach – Vision-to-Value - enables us to leverage our knowledge of a specific industry or line-of-business, our value mindset empowers us to work with customers as trusted advisors to apply the “art-of-the-possible” and help customers to meet and exceed their strategic goals. We ensure that this future vision is linked to tangible business outcomes for our customers, such as improving efficiency and profitability or improving the experiences they deliver to their customers. In shaping this inspiring customer vision, we work in close collaboration with our account team colleagues from sales, marketing, presales, solution management and consulting.

 

What we do

The Industry Advisory job family is part of IVA but sits within each region and supports the regional industry business to grow sales pipeline and engage with our customers to secure revenue. An Industry Advisor drives programs resulting in increased pipeline, revenue, and elevation of SAP’s leadership position in an industry segment in partnership with regional sales and the Virtual Account Team.

Key responsibilities include:

Strategy - Industry & GTM Planning

  • Drive the development of Industry business plan aligned with Sales leadership and Industry Business Unit
  • Enable/Industrialize Sales, Marketing, Inside Sales and the broader Virtual Account Teams
  • Influence and “Industrialize” SAP Partners and drive engagements

 

 

Demand Generation

  • Lead 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

 

Business Development / Demand Acceleration

  • Support early stage customer executive meetings
  • Support 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

Insight / Practice Development

  • Develop thought leadership, practice development project for key line of business buying centers in industry
  • Identify and build a pipeline of customer reference stories to showcase value metrics relevant to the Industry

 

The Value Advisory job family sits within IVA and focuses on strategic/consultative value selling to customers advising them on “Vision to Value”. A Value Advisor articulates SAP’s executive value selling vision and strategy and provides executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.

Key responsibilities include:

Business Development / Demand Acceleration

  • Partner with field sales teams to identify revenue opportunities, manage the development of account strategies and plans to maximize customer life time value
  • Collaborate in the creation of customer-centric executive positioning / point of views to excite customer to collaborate with SAP
  • Work with Virtual Account Team to deliver executive pitch reflecting value proposition for industry and knowledge of SAP portfolio

Customer Engagement to Deliver Revenue

  • Lead and orchestrate structured engagements and navigate a matrix organization
  • Use techniques such as design thinking, interviews and process benchmarking to explore new business models and discover value opportunities
  • Identify, calculate and validate the value potential and ROI of SAP-enabled transformation
  • Work with account team to ensure compelling industry and value messages are delivered in deliverables such as RFP Responses, Value Propositions, Points-of-View, Product Demos
  • Deliver presentations to small and large audiences and deal elegantly with objections

Insight / Practice Development

  • Build value proposition content aligned to end to end processes (i.e. Lead to Cash, Record to Report) and key personas (CMO, CIO, CFO, Head of Supply Chain) across the Intelligent Enterprise. Value proposition content includes Point of View templates, business case templates, value models.
  • Nurture and deliver customer reference stories that showcase actual proof points / value creation
  • Participate in enablement programs, community of practices, and/or Hubs to share knowledge

Meet some of our Industry and Value Advisors

We are driven, motivated, creative thinkers from many different places and diverse backgrounds, united by our objective to help our customers become Intelligent Enterprises and thrive in the digital economy. We help bring SAP’s mission to life: Help the world run better and improve people’s lives.

Rick Wenger
VP, Consumer Industries, SAP North America

In my role, I work with and learn from some of the greatest companies, brands, and retailers in the world. Currently, I lead SAP’s Executive Advisory Practice for Consumer Industries. My team includes leaders from CPG, Retail, Life Sciences, and Wholesale Distribution with one focus – HELPING OUR CUSTOMERS RUN BETTER.

Martin Kotula
VP, Head of Industry & Value Advisory for Spend Management

My mission is to advise Chief Executives, CPOs, CFOs, CHRo in their digitalization journey to run simple. With solid procurement and management consulting experience we are ready to transform your business from semi-manual or digital procurement towards intelligent spend management or autonomous procurement.

Bernard Kenny
Head of Industry Value Advisory,
SAP EMEA-North

Working with inspiring colleagues to help companies leverage SAP to achieve their strategic objectives gives me fresh energy each day.

With nearly 30 years of management consulting and IT experience, Bernard joined SAP in 2007 to head up Value Engineering in NL & Belux, and he now leads Industry and Value Advisory team across EMEA North.

Iain Macpherson
VP, Travel and Transportation Industries, SAP APJ

I am passionate about driving growth through digital transformation, innovation and the adoption of SAP solutions. I am a Design Thinking advocate with a strong belief in the value of user experience, customer centricity, the power of analytics and innovation to help our customers reach their goal.

Alexandra Altholz
Industry and Value Advisory Consumer Products,
United Kingdom

In my role, I am able to strengthen my strategic and analytical skills, work closely with customers to help them innovate and drive value with SAP solutions, and learn every day alongside a team of hardworking professionals. Since joining the team, I have been impressed with the extent to which IVA leadership emphasizes professional development and opens doors for our individual growth.

Following her MBA from NYU Stern School of Business, Alexandra joined SAP through our IMPACT Program in 2017. She now specializes in advising Consumer Products companies.

Nicolas Lan Hing Ting
Industry and Value Advisory Public Sector,
France

What I like most in my job is to be able to design the right methodology and value proposition to crack what we call in France 'Face Nord' problems. We do have the opportunity as IVAs to be creative and to test new ways of doing things and that’s actually great.

After working for 10 years at Capgemini Consulting, Nicolas joined SAP to help French Public Sector organizations transform.

Jorma Nieminen
Industry and Value Advisory; Cross Industry; Nordics

After joining SAP, I have come to realize how important and strategic ERP investments are to the future of a company. In this role I get to work together with customers, and alongside SAP professionals, to unlock the full business potential that SAP can deliver. It is very exciting.

Jorma joined SAP after working in aviation and management consulting. He now focuses on advising companies in Finland and the Nordic region.

Luis Velasco
VP, Value Advisory, SAP North America

With over twenty years of enterprise software industry experience across sales, value management, and product management, I help customers discover, realize and optimize tangible and strategic benefits from their digital transformations across High Tech, Energy, Telco, Consumer Products, and Manufacturing industries.

Niveditha Kesavan
Global Lead Strategy & Innovation Office, HXM Value Experience, SAP North America

I’ve spent over 15 years advising clients in India, US, Germany and UK on investments in technology and people. I believe that when people feel their work is making an impact in a way that is aligned to their values, they will be more engaged and likely to reach their potential. I work with and learn from clients helping them deploy technology enabled processes to improve workforce experience, productivity and adaptability and regularly speak and write about the potential of technology in shaping the future of work and the workplace. 

Ready to make your mark at one of the world’s top software companies?

Who are we looking for?

We want people who think big and dream big. People who are dynamic and full of integrity. We want people who are collaborative, creative, and fun. We are looking for individuals who have:

  • A pro-active, flexible and can-do attitude
  • An aptitude for industry-based, consultative selling
  • Executive and sales awareness

What's in it for you?

At SAP, we recognize that different people have different needs, and our benefits extend beyond health care coverage and retirement plans, with a variety of options to help you juggle the demands of your career and life.

  • Flexible working environment
  • Lifelong learning culture
  • Equal opportunity employer

How do we find out we are a good fit for each other?

Manager interview: During this first step, you will meet the hiring manager to discuss about the role and your motivation to join the team
60 – 90 Minutes

Peer interview: One or more of your potential peers will provide some insights intothe role and share what a day in his/her life is like. Be prepared for a passionate discussion about your industry or domain of expertise.
60 – 90 Minutes

HR interview: You will discuss practical details with an HR professional and assessyour adequacy to SAP organization and culture. In addition, you might have to perform some online test depending on your country.
30 – 45 Minutes

Case presentation: The most exciting moment of the process. You will receive documentation to prepare for a situational role play.
60 – 90 Minutes

Regional interview: You will be able to meet the regional head for a strategic discussion about the role and vision regarding the team perspectives.
60 – 90 Minutes

Welcome to SAP: If you received an offer, congrats! Welcome to SAP. Your recruiter will work with you on all the details. Have any questions? Please feel free to ask. Contact us

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Life at SAP

We go to great lengths to ensure you have every opportunity to succeed – in your own way. Flourish in an environment that encourages free expression, collaboration, individuality, and diversity. Learn how we operate, innovate, work, play, and give back – to make sure we’re the right fit for you.

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