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:
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