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Industry Cloud - Automotive and Industrial Machinery & Components (IM&C) Business Development Lead

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Date: May 6, 2021

City: Roma, IT, 00144

Company: SAP



Requisition ID: 280142
Work Area: Sales
Expected Travel: 0 - 80%
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.


SAP’s Industry Cloud helps customers in all industries to deploy specialized solutions enabling them to optimize, extend, and transform their core business processes. Customers can easily discover and consume these solutions to digitize and automate operations across every part of their business. These modular, industry specific solutions are developed by SAP and our partners to deliver business innovation, not just technologies. They are interoperable and extend SAP’s intelligent suite and Business Network. Our open APIs, business services, data and process models help customers to rapidly adopt these innovations and simplify their IT landscape.

You will join our industry experts in the Discrete Industries Industry Business Unit within the Industries & Customer Advisory (ICA) organization and become part of a cross-functional SWAT team covering business development, business architecture, solution management, services and partner ecosystem for Industry Cloud GTM for Automotive and IM&C in the EMEA-South region. The overall mission of the team is to drive the incubation of new Industry Cloud solutions at the customer and pave the way for a successful GTM at mass scale.
SAP Industries & Customer Advisory (ICA) is a key organization within SAP driving Industry Thought Leadership, Innovation, Market Development, Customer Engagement, Value Advisory, and Presales together with teams across SAP, as well as with our customers and partners. Our focus is to drive customer success across all lines of business in 25 industries. ICA has global coverage with teams in all regions.

As a Business Development Lead, you are a key contributor within a regional cross-functional Industry Cloud SWAT team. You have significant influence on the definition, strategic evaluation, development and growth of Industry Cloud and develop and maintain effective strategic relationships with industry technology and cloud partners. Your main objective is to ensure business growth through business development activities and to ensure that they are delivered in accordance with the overall Industry Cloud strategy. Your main responsibilities will be to …
•    Iteratively evaluate the market and customer needs to help develop new business strategies and business cases associated with new Industry Cloud innovations
•    Engage with senior executive leadership to forge customer partnerships
•    Align with internal stakeholders, field teams, and customers to develop GTM sales motions
•    Close the feedback loop between sales, solution management and product engineering to help drive improvements to customer value statements and functional requirements
•    Drive demand generation to incubate new Industry Cloud solutions with the customer
•    Maintain relationships with solution management, development and services to coordinate innovative business, delivery and sales models
•    Drive partnering with customers and ecosystem (SI and ISVs) that extend the value of SAP Industry Cloud Solutions

•    Senior level experience (10+ years) with significant technology partner, cloud and platform experience driving complex transactions and leveraging new business models to generate incremental revenue
•    Strong experience in the Automotive and IM&C industry
•    5+ years of previous work experience building strong partner and customer relationships with a track record of C-level interactions
•    Strong record of achievement in strategy development, sales execution and business development
•    Extensive experience in more than one of the following backgrounds: Enterprise Software, Platform Technologies, Sales, Industry Operations or Corporate Development
•    Capable of leading and influencing at the senior executive level and working well with customer or partner executives globally
•    Demonstrated understanding of the Enterprise Applications market and competitive landscape. Demonstrated ability to influence senior management (both customer’s and SAP's senior management), able to generate buy-in, make quick solid decisions
•    Proven experience in supporting sizeable software deals, including within the ISV market
•    Demonstrated sales proficiency in SAP or competitive products and ability to evangelize and articulate benefits of these products
•    Bachelor’s degree required; Master’s degree preferred



Italy, Spain, Dubai or Turkey.


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 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).

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

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