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Industry Advisor - Healthcare Provider/Plan Experience Job

Requisition ID: 251518
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time
 

COMPANY DESCRIPTION

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.

The Industry Executive Advisor is a critical role supporting our North America Healthcare business to grow sales pipeline and engage with our customers to secure revenue. The Industry Executive Advisor provides industry perspective, strategic solution advice, and thought leadership to support sales cycles and customer co-innovation programs, drive pipeline growth and quality through demand generation strategies, and contribute to building and growing SAP’s leadership position in the industry and associated industry segments.
Duties and Responsibilities
Area 1 – Market Analysis and Strategy:
· Analyze SAP’s potential within healthcare industry and help craft a go-to-market approach by defining the big sales plays for both provider and payer subsegments
· Bring industry-insider perspective to SAP portfolio strategies and develop/execute programs designed to build high-quality pipeline
· Combine SAP go-to-market strategies with industry perspective to develop and execute programs designed to build high-quality pipeline
· Work closely with industry and regional marketing management to ensure that we align marketing dollars to big bet areas in the industry
Area 2 – Drive Awareness and Generate Demand:
· Lead initial meetings with customer executives and educate the customers on industry trends, successes at other companies in their industry and SAP Portfolio
· Partner with field sales teams to identify revenue opportunities, create account strategies, and execute sales plays
· Build and maintain a customer network and link customers together to help build and secure pipeline
· Develop customer references in the industry to showcase SAP’s customer successes and educate the ecosystem on these references
· Development of SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.
· Create and nurture industry customers and communities such as ASUG
· Get doors open. Build new connections and qualified pipeline opportunities
· Execute with Marketing on events, social and digital plans
· Provide Industry advisory for account planning, develop industry specific account strategies
· Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)
Area 3 – Thought Leadership:
· Create digital collateral and share internally and externally with other thought leadership pieces to illustrate important industry / cross-industry topics
· Develop content for conveying the SAP strategy and industry solutions (including new innovations) while working closely with other global industry teams
Area 4 Industry Brand Management:
· Development of SAP's brand through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.
· Represent SAP externally on a regional and national level on industry sector, innovation and value management related topics
Area 5 – Customer Engagement:
· Help shape the engagement by advising the account teams to ensure a right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos etc.
· Differentiate SAP to increase win-rates and grow deal size
· Lead customer executive conversations
· Support success stories and direct customer reference connections
· Deliver industry specific customer experiences
· Conduct executive first meetings
Experience
· 10+ years of relevant Healthcare industry experience with providers preferred, including depth in at least two areas: clinical, operational, financial, or  I.T. Health plan experience a plus.
· 3+ years of SAP solution / product experience or experience with technology solutions for Healthcare
· Business Development, Management Consulting experience.
· Viewed as industry expert and knowledgeable on how technology addresses industry challenges and opportunities.
· Proficient speaker in customer 1:1 and 1:Many event situations. Must exhibit an executive presence
· SAP Industry and/or product line business development. Experience building and retaining strong customer relationships
· Experience in diverse technology landscape and process/technology integration issues, SAP technologies
Qualifications, Education and Preferred Skills
· Established an Industry reputation / brand within Healthcare
· Bachelor’s Degree in related field, Master’s Degree Preferred
· Building storylines and high-quality presentations in PowerPoint or other digital medium with a very keen eye for detail
· Excellent and energetic public speaking skills
· Passion for technology. SAP technology knowledge is a bonus
· Proven CXO engagement skills
· Product marketing acumen (segment, target, content, lead strategy, etc.)
· Can do attitude
· Participation in relevant industry associations is a strong positive

WHAT YOU GET FROM US
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.

SAP'S DIVERSITY COMMITMENT
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 interested in applying for employment with SAP and 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). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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

Company
SAP
Posted
10/05/2020
Salary Range
$65,000.00 - 130,000.00
per Year
Salary range estimated by
Location
Newtown Square, PA 19073, US