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Industry Advisor - Utilities - Customer Innovation Office

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Date: May 4, 2021

City: Houston, TX, US, 77098

Company: SAP

Requisition ID: 284341
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time



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.

The Industry Advisor is a critical role supporting our North America Utilities sales pipeline and engaging with our customers to secure revenue. The Industry  Advisor provides industry perspective, strategic solution advice, and thought leadership to support sales cycles and customer co-innovation programs, drive pipeline growth and quality through demand generation strategies, and contribute to building and maintaining SAP’s leadership position in the industry and associated industry segments.  We are seeking an experienced Utilities resource to support the growth of SAP’s presence across all segments of Utility providers.

Duties and Responsibilities
Area 1 – Market Analysis and Strategy:
-Analyze the industry’s potential and help craft a go-to-market approach for the industry defining the big sales plays for the industry
-Combine SAP go-to-market strategies with industry perspective to develop and execute programs designed to build high-quality pipeline
-Work closely with industry and regional marketing management to ensure that we align marketing dollars to big bet areas in the industry
Area 2 – Business Development:
-Lead initial meetings with customer executives and educate the customers on industry trends, successes at other companies in their industry & SAP Portfolio
-Partner with field sales teams to identify revenue opportunities, create account strategies, and execute sales plays
-Build and maintain a customer network and link customers together to help build and secure pipeline
-Develop customer references in the industry to showcase SAP’s customer successes and educate the ecosystem on these references
Area 3 – Thought Leadership:
-Write whitepapers and other thought leadership pieces to illustrate important industry / cross-industry topics
-Develop content for conveying the SAP strategy and industry solutions (including new innovations) while working closely with other global industry teams
Area 4 – Industry Brand Management:
-Development of SAP's brand through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews.
-Represent SAP externally on a regional and national level on industry sector, innovation and value management related topics
Area 5 – Customer Engagement:
-Help shape the engagement by advising the account teams to ensure a right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos etc.

-10+ years of relevant Utility industry experience preferred either as a practitioner or an operational consultant to the industry
-Business Development, Management Consulting experience
-Viewed as industry expert and knowledgeable on how technology addresses industry challenges and opportunities.
-Proficient speaker in customer 1:1 and 1: Many event situations.  Must exhibit an executive presence
-SAP Industry and/or product line business development.  Experience building and retaining strong customer relationships
-Experience in diverse technology landscape and process/technology integration issues, SAP technologies

Qualifications, Education and Preferred Skills
-Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail
-Excellent and energetic public speaking skills
-Passion for technology. SAP technology knowledge is a bonus
-Proven CXO engagement skills
-Product marketing acumen (segment, target, content, lead strategy, etc.)
-Participation in relevant industry associations is a strong positive

Role Features
-Business development profile with significantly less travel after re-imagining our contributions virtually, 20% to 30% max annually
-This is an elite team with high visibility and exposure to SAP and Customer leadership
-Flexible work environment 
-We are proud to have a culture of trust within the team where teamwork is encouraged
-We are a great team for lifelong learners and learning never stops

Please click on the link below to hear a message from Stephanie Nashawaty who leads the NA Customer Innovation Office (CInO) here at SAP

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.

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 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. (Americas:Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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

Nearest Major Market: Houston

Job Segment: ERP, Consulting, Business Development, Field Sales, Management Consulting, Technology, Sales, Management