SAP Industry Enterprise Architect - FSI, SEA Strategic Sales Job in Singapore, Singapore
Requisition ID: 115823
Work Area: Sales
Expected Travel: 0 - 50%
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
The SEA Strategic Sales team focuses on selling SAP software to the largest customers in South East Asia.
The (Chief Expert / Expert) Industry Enterprise Architect engages at all levels (incl. CxOs) of a portfolio of strategic customers to help them running their business better, solving their business challenges and achieving their strategic goals.
The Industry Enterprise Architect provides expert consultation on value-selling SAP Solutions and long term enterprise roadmap which includes designing Business Solutions roadmaps as well as a target landscapes / architectures, delivering business documents and presentations that will help supporting a value-based sales cycle and guiding the customer from inception to adoption to implementation.
EXPECTATIONS AND TASKS
Co-ordinate all “Solutions” engagements for a portfolio of strategic customers in SEA, focusing on a set of industries (e.g. Energy, Resources & Transportation, Telco, Consumer Goods, Financial Services)
Build very close relationships with the Sales teams leading the “Sales” engagements in these strategic customers
Partner with internal teams like Industry Value Engineering, Pre-sales, Solution sales, Consulting, Education, Support, Legal, Compliance, etc. , identify required resources and leverage from them
Manage and deliver Solutions roadmap / architecture, Solutions presentations, discussions and discovery, Proof of Concept, Responses to RFI / RFP and demos together with internal teams, especially Industry Value Engineering principals and Pre-sales product specialists
Maintain a thorough understanding of SAP’s directions across multiple solutions, keep abreast of Industry and IT trends as well as competing products and customers news (e.g. financials, MA&D)
Drive SAP’s objectives into strategic customers’ agenda (e.g. Innovation, HANA, Cloud, Net Promoter Score, etc.)
Engage at all levels of the customer’s organization including senior customer executives and CxOs
Monitor all stages of the sales cycle, from pipeline inception to deal closure and implementation
Coach and develop other SEA Industry Enterprise Architects, leverage best practices and improve quality of deliverables across SEA
EDUCATION AND QUALIFICATIONS
Bachelor, Master or MBA degree from accredited university
Fluency in English
SKILLS AND COMPETENCIES
Experience with Retail Banking, Commercial Banking and Capital Markets business processes and supporting technology
Experience with Insurance business processes and supporting technologies
Knowledge of broader trends affecting the global banking and insurance industries
Knowledge of SEA-specific operating environment for banking and insurance industries (e.g. regulatory landscape, regional issues, maturity level of industry offerings)
Strong interpersonal and presentation skills
Excellent presentation and communication skills, incl. ability and experience communicating to C-level management and customers in a multi-national context
Clear understanding / experience of value-based selling
Strong program management expertise
Clear understanding / experience of IT role in business
Familiarity with SAP’s Banking and Insurance specific solutions (core banking, core insurance as well as digital banking and insurance related solutions)
Very good understanding of business applications at the business level (ERP, CRM, SCM, Mobility, Analytics, HR, SRM, Cloud, HANA, etc.)
Ability to search for relevant information, analyze and transform it into knowledge for value-based selling
Excellent knowledge of Microsoft Office tools
More than 10 years of relevant experience, in pre-sales, consulting or as business manager of SAP customers
5-10 years of industry experience or business applications program management experience is a strong plus
- Ability to travel across South East Asia, approximately 50%
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.
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