Industry Business Architect, Travel

**We help the world run better**

The Industry Business Architect (IBA) is a customer-facing role, working with strategic customers and prospects on digital transformation and business architecture.

The IBA leads customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Working alongside the sales account team, this role is key to help customers translate their business strategy into a vision and roadmap to deliver on their stated business outcomes. This role will involve a judicious mix of account-based demand generation, industry demand generation activities across the market unit and end-to-end deal execution for opportunities in specific accounts in the financial services industry. Extensive experience in SAP projects for airlines, cargo, transportation, logistics, airports and hospitality is a key requirement for success in this role.

**Key Areas of Responsibility**
- ** Account-specific demand generation**: IBA leads strategic account planning sessions with customers, facilitates customer visioning workshops and leads delivery of value focused engagements. Identifies framing digital transformation themes that are relevant to the customer’s industry; establishes a roadmap and timelines to realise business outcomes from the identified themes and secures support from the relevant customer stakeholders.
- ** Account-specific SAP adoption roadmap and business architecture**: IBA internalizes and deep dives into a customer’s business priorities and pain points, to structure a roadmap that illustrates a clear journey of SAP adoption. Supplements the roadmap with the relevant business architecture to realise the vision. Drives business model innovation and process innovation for the assigned accounts.
- ** End-to-end deal execution**: IBA works with the sales team and orchestrates the virtual account team, which includes deal execution leadership across the sales cycle - from qualifying opportunities to delivering various presales and value deliverables as needed to bring the opportunities to a successful close. Participates in qualification, leads opportunity strategy and solution positioning; leads an engagement team in delivering other services such as enterprise architecture, ensuring a cloud-first strategy, including cloud architecture in multi-cloud and hybrid-cloud environments.

This position requires a senior individual with a strong blend of industry expertise, digital transformation, innovation mindset, business architecture and consultative skills. It is an expectation of the role that this individual will be able to build and maintain senior executive relationships.

**Key Tasks**
- Lead with Industry Expertise and ensure we speak the customer’s language focusing on business process optimisation and value, provide relevant customer examples in their industry and target areas for value realisation
- Architecture & Strategy leadership - be aligned with a set of strategic accounts and own the architecture vision and strategy
- Become a trusted advisor to C-level management and their teams as they look to transform their business
- Drive account planning, opportunity planning and opportunity qualification in collaboration with the sales account team
- Articulate key concepts of Intelligent Enterprise, digital transformation, innovation and cloud adoption
- Understand the customer’s business strategy and technology needs, identifying the key capabilities and technology enablers required to support these
- Lead a virtual account team for delivering end-to-end customer engagements in assigned accounts
- Be accountable for the development of business case documents, visioning proposals, business architecture artefacts, delivery roadmaps and executive presentations
- Work within a matrix-style organisation across multiple teams and stakeholders
- Mentor and guide sales and virtual account team on strategic opportunities
- Participate in the delivery of solution best practices, reference architectures, educational sessions, industry events and industry academies for customers, partners and internal audiences

**Required Experience/Skills**
- Bachelor’s degree (or equivalent) required, MBA or equivalent degree from accredited university preferred.
- 10 years SAP solution experience in Travel & Transportation (Passenger, Travel, Leisure, Cargo, Transportation, Logistics) or Services industries, preferably in management consulting or architect roles.
- Experience in successfully managing at least 5 complex customer engagements with large T&T organizations such as airlines, logistics companies, rail or similar.
- Strong strategy analysis, business and financial acumen, industry focus.
- Good understanding of role of IT in business, ability to communicate the value of SAP capabilities from a business perspective.
- Solid business case creation, analysis and research experience.
- Experience with S/4HANA C