SAP UK Digital Transformation Lead - Retail Job in Feltham, United Kingdom
Requisition ID: 117891
Work Area: Sales
Expected Travel: 0 - 20%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
PURPOSE AND OBJECTIVES
Digital Transformation Leads provide industry thought leadership, strategic solution advisory, and expert consultation on value management to support customer co-innovation, enterprise transformation, and business process performance improvement programs. You support customers and prospects by assessing strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value.
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. Coordinate strategic account planning sessions, facilitate customer visioning workshops, and lead delivery of value focused engagements. Contribute to practice development through thought leadership content, business benchmarking and best practice assessments, and customer success studies. You ensure value messaging is integrated into industry and solution go-to-market planning processes, demand generation/business development campaigns, and other SAP / partner marketing programs. Represent SAP externally and internally on a local level on industry sector, innovation and value management related topics.
This role is focussing on the Retail industry, and so requires industry knowledge appropriate to that industry and is a director or senior consultant-level position.
EXPECTATIONS AND TASKS
Identification, development, and execution of targeted sales opportunities; act as key expert in SAP’s industry solutions 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.
Represent SAP’s thought leadership in Retail with C-level executives, partners, analysts and at industry events
Create thought leadership in Retail and promote in social media and traditional channels
Drive demand generation for Retail industry propositions
Contribute to the creation of the Retail strategy for the UK and EMEA
Enable the virtual account team to expand profitable revenue opportunities by leveraging a variety of value-based selling approaches to deliver comprehensive business improvement strategies, value based roadmaps, and business cases including the following elements:
o Market trends, competitive positioning and capabilities required for differentiation
o Business strategy imperatives, process designs , benchmarks and best practices
o Potential benefits / economic value proposition
o Business Case / ROI and TCO analysis
o Potential risks and mitigation strategies - governance and change management implications
Enable customer adoption of Value Management best practices including discovery, realization, and optimization processes.
Assume a leadership role in devising solutions strategies in targeted sales cycles; drive industry credibility to influence the markets opinion of SAP’s solutions offerings. Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and industry solution cross-selling.
Articulate value potential enabled by SAP solutions / technologies by industry and Line of Business area.
Conduct customer visioning workshops leveraging Design Thinking techniques to identify new technology applications and map a course of action. Act as trusted advisor for customers; role model SAP’s values.
Provide standardized approaches for value based sales activities on focus industries /solutions. 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.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Fluency in English, any other language an asset
Bachelor’s degree (or equivalent) required
MBA or equivalent degree required from accredited university preferred
Professional Training & Certification: Design Thinking, Industrial Design, Solution Architecture
Demonstrable experience in consulting, business development or strategic sales support with extensive industry expertise or experience with either a Business Consulting firm and/or a large software/IT organization
Retail industry knowledge is required as is leading “Digital Transformation” agendas
Proven record of experience with various innovation techniques (e.g. design thinking) and facilitation of customer visioning sessions
Industry / market analysis and in-depth company research
Developing and driving disciplined account planning and engagements
Advanced knowledge of value selling methodologies, processes, and tools
Developing value based roadmaps enabled by technology solutions
Executive communications –setting expectations, interviews, presenting findings & recommendations
Capable of building and leveraging large network to build pipeline and deliver revenue growth
SAP product experience a plus
ADDITIONAL PROFILE REQUIREMENTS
Demonstrated Management consulting experience from top consulting firm with knowledge of enterprise software and value based selling approach
Industry experience in the Retail sector
Ability to build highly compelling business cases for enterprise software projects
Demonstrated consultation and influence skills with C- level
Goal-oriented, strong leadership qualities (cross-functional and multi-national teams preferred)
Strong interpersonal and collaboration skills, hands on and heads up mentality, ability to work in a fast-paced, highly varied environment
Creative and dynamic, with the appropriate degree of gravitas, prominence and personal presence
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: firstname.lastname@example.org ). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection