Apj Regional Industry Leader

**What we offer**

**The role**
As part of APJ Industry & Customer Advisory [ICA], the “Industry Advisory” Team is responsible for supporting the Regional Asia-Pacific & Japan (APJ) and Market Unit (MU) industry businesses, through growing our business and engaging with our customer executives to secure revenue and drive customer success.

This team leads the APJ Industry strategy, pipeline-build strategies and scale-up initiatives, resulting in increased industry pipeline, revenue and elevation of SAP’s leadership position in an industry segment, in partnership with the regional sales and the Virtual Account Teams (VAT). Within Industry Advisory, we provide support development of account strategies focused on relevant issues, trends and solutions for their industries.

In the context of this, the APJ RIL for Public Services focuses on leveraging value-based sales methodologies in the industry and related solutions from SAP and partners. The Public Services sector focuses predominantly on Public Sector organisation whether national, regional or city based, and the Defence & Security sectors.

**Responsibilities include**:

- Strategy - Industry & GTM Planning
- Guide and lead the development of Public Sector Industry business plans aligned with Industry and Line of Business sales leadership and global industry teams
- Provide guidance to enable/industrialize sales, marketing, and the broader VATs
- Influence and “Industrialize” SAP Partners through collaboration and enablement
- Be an evangelist for leading Public Services industry-process-technology combination and enhance SAP’s reputation in the industry
- Demand Generation
- Guide the development of industry relevant account strategies working with SAP sales teams
- Collaborate and execute with marketing on events, social and digital plans to develop leads leveraging new content, benchmarking, tools available
- Be an evangelist and deliver presentations at internal and external industry / customer conferences
- Business Development / Demand Acceleration
- Oversee and lead early-stage customer executive meetings
- Oversee industry relevant customer engagements to nurture opportunities
- Customer Engagement to Deliver Revenue
- Work as part of one Virtual Account Team (VAT) on strategic customers to jointly develop and refine deliverables to incorporate industry relevance and SAP differentiated value propositions
- Insights / Practice Development
- Guide thought leadership development, practice development project for key line of business (LoB) buying centers in industry, e.g., supply chain, customer experience, procurement etc.
- Establish and nurture senior customer executive relationship to develop “customer reference stories” to showcase value metrics relevant to the industry and benefits derived by customers through SAP solutions
- Manage and grow APJ Industry Community, with an objective of ensuring dissemination of industry and solution skills in internal and partner ecosystem

**Qualifications**
- Experience & Language Requirements
- Industry Experience - Professional experience with large, multi-national software/IT organizations or IT function of Public Services organizations. Knowledge and experience with a demonstrated expertise of the industry, deep understanding of industry trends in APJ, and/or 8-15 years prior relevant industry experience.
- SAP Solution Experience - Professional experience with SAP Solutions for the Industry is preferred.
- Digital Transformation and Innovative Solution Experience - SAP or Non-SAP solutions in innovation areas like machine learning, AI, RPA and others.
- Go-To-Market (GTM) / Business Development Experience - Professional experience with GTM planning and execution (e.g. demand generation, demand management, sales enablement, eco system, customer success) resulting in pipeline and revenue growth
- Thought Leadership - Capable of developing your brand as an industry expert across SAP and the industry, of leveraging an extensive network, leveraging SAP global industry and solution teams and externally on behalf of SAP with media/research companies (e.g. IDC, BCG, Gartner, and so on), and building C-Level customer relationship.

**Education**
- Bachelor's degree (or equivalent) required
- MBA or Master’s degree from accredited university preferred.
- Language - Fluency in English. Fluency in any other Asian language would be an asset.

**We are SAP**

**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.

EOE AA M/F/Vet/Disab