Share this Job

Industry Value Advisor for Retail and Wholesale

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!



Candidate could be based in Argentina, Chile or Perú. 



The Industry Value Advisor (IVA) is responsible to provide expert consultation and thought leadership in the Industry to support the customers in their “Vision to Value” transformation journey. It includes the market development, business process performance improvement programs, and business cases with quantified monetary benefits that help create a value-based strategy. Consults on value based selling, provide sales cycle support with industry expertise. Helps to generate demand, business development campaigns, build strategies and scale initiatives resulting in increased pipeline, revenue, and elevation of SAP’s leadership position in the Retail and Wholesale Segments. Represent SAP externally and internally on a local level on industry sector, innovation and value management related topics.

Participates in customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental value.

Contributes to and leverage a repository of success stories, business benefits and benchmarks to develop comprehensive sales selling programs. Adopts and executes scale initiatives which elevate SAP’s leadership position.



Area 1: Development and execution of targeted sales opportunities; act as a senior advisor in Retail/Wholesale processes and solutions portfolio and serve as a primary conduit between Solutions Management, Global and Regional Line of Business and field sales organizations to oversee, lead and track the execution of key field sales priorities.

Area 2: Contribute to high-quality business plans which clearly articulate our IVA strategy, GTM activities and key execution steps.

Ensure IVA process is integrated in go to market planning process, demand generation/ sales play programs. Conduct strategy enablement envisioning workshops. Educate customers on discovery, realization, and optimization. Act as trusted advisor for customers.

Area 3. Influence and implement IVA strategies in targeted sales cycles.  Help develop comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling.

Regularly benchmark SAP customers for best practices and value achieved. Refine and leverage standardized innovative approaches, tools, methodologies, industry-Lob specific content used in IVA engagements, etc.



  • 7-10+ years of professional experience in Retail/Wholesale Companies, Technology leading international companies or Management Consulting experience with leading international firm.
  • Advanced knowledge of value selling methodology. & processes, opportunities, value chain and ecosystem analyses experience.
  • Customer facing experience including C- Level messaging, managing business and IT alignment, executive interview techniques, design and facilitation of executive workshops along with diverse perspectives and expectations.
  • Experience with managing business and IT alignment.
  • Large account management, account Engagement Design, and Facilitation.
  • Experience building and retaining strong customer relationships.
  • Prior experience with a demonstrated proficiency of Retail and Wholesale.
  • SAP product experience and/or prior relevant solutions/lob experience desired.
  • Leadership experience in virtual, cross-functional teams.
  • Fluency in English and local language.


Education and Qualification / Skills and Competencies

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





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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.


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:307072 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Industry Value Advisor for Retail and Wholesale

Facility:  307072
Posted Date:  Oct 19, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 30%

Las Condes, CL, 7560968

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