SEA AI Customer Advisory Lead
The goal of the SEA AI Customer Advisory leader is to work closely in tandem with SEA leadership, to ensure that SAP’s Business AI strategy is rolled out and executed with consideration of market unit feedback and priorities. In this individual contributor role, you will own the SEA AI GTM strategy and execution across the market unit, with a clear focus on pipeline generation, progression and Business AI adoption.
KEY RESPONSIBILITIES
The SEA AI Customer Advisory Lead has a mix of Business Development and Presales skills to drive success in responsibilities across GTM strategy, demand generation, strategic engagement pursuits to drive pipeline progression, thought leadership, community engagement and enablement, partner management and Bus AI adoption to drive customer success.
Core tasks include:
GTM Strategy & Demand Generation
- Working closely with the SEA MD and CBO to define the short and mid-term GTM strategy for AI with focus on pipeline development, pipeline progression and adoption. This includes close alignment with the partner org to ensure our partners help us rapidly accelerate our AI ambitions.Cascades and communicates the strategy to Solution Areas, Black Belts, SEA leadership and track execution. Acts as a multiplier in the market unit, also working closely with the partner org and partners directly.
Monitor strategies and operating plans across SEA marketing in support of SAP’s AI vision and operational execution. This includes strategic initiatives defined by the SEA Marketing Leadership team. This work covers all aspects including awareness, demand generation, and sales enablement.
Collaborate with product management teams to influence product development based on market trends, customer feedback, and competitive analysis.
- Ensure a strong pipeline of SAP Business AI portfolio of solutions and a path to closure across SAP portfolio.Work closely with CROs and SEA leaders to create top AI-led sales plays to drive AI led as well as AI influenced revenue.
Work closely with SEA Marketing Team to continuously help refine the APJ AI story, and support program execution for Buyers and other key audiences.
Act as a facilitator, presenter and storyteller, with ability to present complex ideas in a clear, concise fashion to technical and non-technical stakeholders
Pipeline Progression
- Provide deal progression support for top deals powered by the SEA expert pool across embedded and custom AI with BTP.
- Identify deals where SAP Business AI can be applied effectively. Assess the feasibility and potential impact of AI initiatives to scale across the region.
- Support the development and localization of a methodology and set of services that Customer Advisory needs to offer to our customers to teach, tailor and take control of sales opportunities for Business AI
- Conduct cost-benefit analyses and develop business cases to support AI investment decisions with Value Advisory teams.
- Ensure the latest Bus AI demos and use cases are being brought to life by our Solution Advisory teams across all Solution Areas
Customer Success – AI Adoption
- Establish a channel for customer success between CSP, CA, Support and Labs team to foster better deployments and happier customers.
- Implement a structured approach for gathering and analyzing customer feedback post-implementation to drive continuous improvement in AI solutions and services
- Work closely with the CSP teams to identify potential accounts which can be AI success stories
- Support the development and maintenance of a repository of case studies and customer testimonials to support sales efforts and showcase the value of SAP’s AI solutions
- Ensure lighthouse customer references are being created with a special focus on Joule activation and adoption is essential
- Identify large BTP CPEA install base accounts and work with MU leads and management to drive up consumption with AI
- Ensures ongoing feedback exchange with ANZ Leadership in regards to customer and partner sentiment, and shares consolidated feedback further with the APJ and Global Leadership for Business AI for consideration in the AI and product strategy evolution.
- Enable eco-system to deliver on the promises with necessary support for making Business AI deployments faster and outcome driven.
- Work with the services organization to identify and create rapid adoption packages/ methodologies to ensure success across Customer Value Journey phases.
- Awareness and ability to match partner or competitor offerings to SAP services and being able to either suggest SAP-ways or integration approaches for it.
Laying the foundation for scale – Thought Leadership and Enablement
- Serve as a subject matter expert on AI technologies, trends, and best practices. Stay up to date with the latest advancements in AI and identify opportunities to translate hype into business outcomes.
- Be curious and challenge the status quo to re-imagine business processes with disruptive technologies like generative AI and beyond, with a desire to keep pace with the new and emerging trends, technologies, and innovations.
- Enable collaboration between SAP Learning, APJ and SEA Leadership, and Black Belts in regard to localization of content.
- Co-own the enablement plan for AI together with SAP Learning and ensure that SEA needs are met
- Collaborate on execution of the communication/ SEA enablement approach across CS, leveraging Black Belts
- Coach and fine tune the SEA AI messaging for the leadership team to influence AI led revenue at various forums.
- Leverage extended teams to drive business outcomes like ecosystem-led hackathons, Labs led content creation, etc.
PROFESSIONAL EXPERIENCE/QUALIFICATIONS
The successful candidate for the SEA AI Customer Advisory Leader role will bring the following experience and attributes:
Experience:
- Senior level experience (10+ years) significant experience driving complex and leveraging revenue impacting marketing & thought leadership topics.
- Significant experience in a variety of disciplines and a strong record of achievement in business development and GTM execution.
- Understands SAP Business AI strategy and portfolio on the business level; some degree of technical understanding of AI is a plus.
- Deep experience of customer AI-focused engagements.
- Innovation Track Record: Drives operational innovation based on a deep understanding of customer and organizational landscape & business factors.
- Transformation: Track record of translating transformations and strategy into operational execution proven by measurable business success (top line or bottom line)
- Customer Focus: Well- respected, market facing proven leader in customer success execution and customer empathy across LoBs, Segments, and/or Industry
- Record of building strong and loyal customer and partner relationships that translate to measurable business outcomes.
Leadership Competencies:
- Leads with expertise and an innovation mindset.
- Leads a matrixed team through vision, engagement, competency, and influence. Well respected both internally and externally.
- Optimistic outlook and agile mindset. Quickly addresses challenges and leads and inspires through adversity.
- Has executive presence and credibility. Effectively interacts with CxOs.
- High integrity and ethics. Demonstrates SAP’s values and culture.
Behavioural Competencies:
- Customer Focused. Result oriented.
- Agile, with a proven ability to work under pressure with extreme flexibility.
- Displays high IQ and EQ.
- Communicates clearly and effectively – both in written and spoken form.
- Innovates, experiments & incorporates new approaches to put Customers First.
- Well networked internally and externally.
- Promotes a culture of trust, feedback, transparency, informed risk- taking and execution excellence.
Education:
- Bachelor’s Degree or equivalent accreditation required; Master’s Degree or MBA Preferred.
*This position is to report to APJ AI Solution Advisory Lead in SG
