Industry Business Architect (Insurance)

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Job Description: Industry Business Architect, Insurance

The Industry Business Architect (IBA) is a customer-facing role, working with strategic customers and prospects on digital transformation and business architecture.

The IBA leads customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Working alongside the sales account team, this role is key to help customers translate their business strategy into a vision and roadmap to deliver on their stated business outcomes. This role will involve a judicious mix of account-based demand generation, industry demand generation activities across the market unit and end-to-end deal execution for opportunities in specific accounts in the financial services industry. Extensive experience in SAP solutions for Insurance is a key requirement for success in this role. Experience in Banking will be an added advantage.

Key Areas of Responsibility

· Account-specific demand generation: IBA leads strategic account planning sessions with customers, facilitates customer visioning workshops and leads delivery of value focused engagements. Identifies framing digital transformation themes that are relevant to the customer’s industry; establishes a roadmap and timelines to realise business outcomes from the identified themes and secures support from the relevant customer stakeholders. Supplements the roadmap with the relevant business architecture; and together with the Virtual Account Team (VAT), draws out the business architecture to realise the vision. Drives business model and process innovation for the assigned customers.

· Industry demand generation: In Insurance and Banking, IBA is responsible for demand generation, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP’s leadership position in an industry segment within the market unit. Proactively plans one-to-few or one-to-many events, including industry academies; maintains a thought leader profile through publication of blogs and articles and interact regularly with analyst community to enhance SAP profile in the industry or set of industries.

· End-to-end deal execution: IBA works with the sales team and orchestrates the virtual account team, which includes deal execution leadership across the sales cycle – from qualifying opportunities to delivering various services as needed to bring the opportunities to a successful close. Participates in qualification, leads opportunity strategy and solution positioning; leads an engagement team in delivering other services such as enterprise architecture, ensuring a cloud-first strategy, including cloud architecture in multi-cloud and hybrid-cloud environments.

This position requires a senior individual with a strong blend of industry expertise, digital transformation, innovation mindset, business architecture and consultative skills. It is an expectation of the role that this individual will be able to build and maintain senior executive relationships. Key Tasks

· Lead with Industry Expertise and ensure we talk the customer’s language focusing on business process optimisation and value, provide relevant customer examples in their industry and target areas for value realisation

· Architecture & Strategy leadership – be aligned with a set of strategic accounts and own the architecture vision and strategy

· Become a trusted advisor to C-level management and their teams as they look to transform their business

· Drive account planning, opportunity planning and opportunity qualification in collaboration with the sales account team

· Articulate key concepts of Intelligent Enterprise, digital transformation, innovation and cloud adoption

· Understand the customer’s business strategy and technology needs, identifying the key capabilities and technology enablers required to support these

· Lead a virtual account team for delivering end-to-end customer engagements in assigned accounts

· Be accountable for the development of business case documents, visioning proposals, business architecture artefacts, delivery roadmaps and executive presentations

· Work within a matrix-style organisation across multiple teams and stakeholders

· Mentor and guide sales and virtual account team on strategic opportunities

· Participate in the delivery of solution best practices, reference architectures, educational sessions, industry events and industry academies for customers, partners and internal audiences.


Required Experience/Skills

· Bachelor’s degree (or equivalent) required, MBA or equivalent degree from accredited university preferred.

· 5-8 years SAP solution experience in Insurance, preferably in consulting or architect roles.

· Experience in successfully managing at least 2 complex customer engagements with large insurers/banks.

· Strong strategy analysis, business and financial acumen, industry focus.

· Good understanding of role of IT in business, ability to communicate the value of SAP capabilities from a business perspective.

· Solid business case creation, analysis and research experience.

· Experience in diverse technology landscape and process/technology integration issues.

· Experience in developing deployment project plans and long-term IT roadmaps (value architecture required)

· Good understanding of the architectural principles of cloud-based platforms including SaaS, PaaS, multi-tenant, multi-tiered infrastructure

· Fluency in English, any other Southeast Asia local language an asset.


Desired Skills

· Familiarity with solution selling or equivalent Sales Methodologies

· Familiarity with design thinking and/or similar frameworks

· Previous experience in IT strategy or planning

· Experience with executive interview techniques, experience in design thinking and facilitation of executive workshops aligning diverse perspectives and expectations; executive presence

· Familiarity with SAP core Insurance and other industry solutions

· Understanding of the Insurance landscape and relationships within the ecosystem in Southeast Asia

· Experience with SAP pricing and licensing support.


· Ability and willingness to travel on a cross-regional basis



We are SAP

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.


Our inclusion promise

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 and more equitable world.


SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: Americas: or, APJ:, EMEA:


EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

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

 Requisition ID:319160 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: Virtual - Asia-Pacific

Requisition ID:  319160
Posted Date:  Jun 7, 2022
Work Area:  Presales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Kuala Lumpur, MY, 59200

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