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Industry Value Advisor Expert, Telco &...


Posted on October 29, 2019

5 - 6 years Riyadh - Saudi Arabia

Any Nationality

Opening 01

Job Description

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Place Customers & Stakeholders First
Guide your customers, sales and partners to deliver a tailored and relevant SAP experience
Nurture and advance pipeline of opportunities in industry
Nurture and advance pipeline for key customer accounts in industry
Execute flawlessly
Deliver SAP Value Proposition, supported by SAP industry differentiation in order to increase win rates and meet revenue budgets
Contribute to team success in key competency topic areas:
• Industry expertise
• Industry Business Planning
• Collaboration
• Learning
Market Analysis and Industry Planning
• Identify key market opportunities for industry aligned with SAP Corporate Strategy, where SAP delivers solution to meet customer needs
• Build Industry business plan aligned with Sales leadership and Industry Business Unit
Value Content for Industry and Line of Business
• Build and curate content for value models for key buying centers e.g. Finance, HR, Head of Sales, Head of Supply Chain, Chief Information Officer
• Refine and revise value models for key buying centers in Industry e.g. Finance in Banking, HR in Professional Services, Head of Sales in Retail, Head of Supply Chain in Automotive, Chief Information Officer in Telecommunications
• Showcase industry processes and use cases based on industry experience and customer engagements
• Nurture and deliver customer reference stories to showcase value creation
Thought Leadership and Content for Industry
• Build and curate content for key line of business buying centers in industry
• Act as SAP thought leader in the market for industry
• Nurture and deliver customer reference stories to showcase value metrics relevant to the Industry
Demand Generation
• Build market awareness for SAP by presenting at key customer conferences (SAP User Groups), partner and industry events
• Build industry relevant account strategies working with sales teams
• Collaborate and execute with Marketing on Events, Social and Digital plans to develop leads
• Work with account teams to convert leads into opportunities
Demand Acceleration
• Conduct early stage customer executive meetings
• Deliver industry relevant customer engagements to nurture opportunities

IT - Software Services

Corporate Planning / Consulting / Strategy / M&A

Desired Candidate Profile

Selling Skills
• Delivering Memorable Presentations (1: Many or 1:few)
• Executive Influencing
• Storytelling (Digital)
• Virtual/Digital Engagement (including Social Media)
• Speaking the Business Language of the Customer (by Industry)
• Handling Questions & Objections
Consulting Skills
• Employing Design Thinking
• Facilitating Workshops
• Operationalizing XM
Industry Skills
• Skilled in industry priorities for region/country and understanding of shifts in value chain across industry boundaries
Leadership Skills
• Championing The Strategy
• Deal captaining
• Social influencing
Business Process Skills
• Industry process expertise for key end to end processes with XM touch points (tailored for industry)
• Business process expertise for key end to end processes with XM touchpoints


Industry Value Advisor Expert Telco &...


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