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Chủ Nhật, 29 tháng 9, 2013

NATIONAL TEAM CONSUMER PRODUCTS INDUSTRY VALUE ADVISOR Job - SAP - Newtown Square, PA

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Ref-Code: US-57645546-EN-13-001

Work area: Sales

Expected travel: 0% - 50%

Career status:

Employment type: Regular Full Time


COMPANY DESCRIPTION


SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.Provide industry thought leadership, strategic solution advice, and expert consultation to support customer co-innovation, enterprise transformation, and business process performance improvement programs. Lead customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Lead strategic account planning sessions with customers, facilitate customer visioning workshops, and lead delivery of value focused engagements. Partner with field sales teams to identify revenue opportunities, create account strategies, and execute sales plays. In focused industry segments, 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 a specific region / Market Unit. Contribute to practice development through thought leadership content, business benchmarking, best practice assessments, and customer success studies. Represent SAP externally and internally on a local level on industry sector, innovation and value management related topics.


EXPECTATIONS AND TASKS


Area 1: Identification, development, and execution of targeted sales opportunities; act as key expert in SAP's IVE portfolio and serve as a primary conduit between the Global and Regional IBS and field sales organizations to oversee, influence and track the execution of key field sales priorities. Area 2: Develop and validate high-quality business plans which clearly articulate our IVE strategy, GTM activities and key execution steps. Design customer engagements and select team members. Oversee engagement delivery and provide quality assurance. Recommend scope and project set-up to ensure on time, on quality delivery of customer solutions. Act as trusted advisor for customers. Area 3. Devise 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. Develop, refine, and leverage standardized innovative approaches, tools, methodologies, industry/Lob-specific content used in VE engagements, etc. Area 4 Provide standardized approaches for IVE based sales activities. Enable the field sales and support roll-out of new training; conduct in class training for specific industries and contribute to e-learning content. Provide on demand access for industry specific expertise. Area 5: Development of SAP's IVE brand through thought leadership, content creation, appearances, articles and social and traditional media interviews, etc.


WORK EXPERIENCE


Presentations skills: Deliver clear, convincing and well-organized presentations. Project credibility even in highly visible and/or adversarial situations; Customer facing experience and skills required • Sales Industry Knowledge: Has a thorough knowledge of the industry's history, customers, and competitive environment and knows what it takes to be successful - professional experience with industry relevant organization preferred • Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one industry / solution segment (e.g. through Solution Management, Sales, Consulting or Business Development roles) • Viewed as industry/ solutions expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth • Proven track record of success in the selected industry area


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


Bachelor's degree or equivalent required, MBA or equivalent degree from accredited university preferred 8-15 years prior relevant industry/solutions experience and/or SAP industry/solutions experience







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