Director of Industry Solutions and Go-to-Market, Higher Education and Research Job Listing at SAP in Singapore
Technology, Business Services
The new, senior team member will be expected to play a key role in the success and growth of the global Industry Business Unit Higher Education and Research in all areas, including market share, solution development, customer success, field enablement, and partner ecosystem growth.
Plan and execute GTM for HER in APJ. Contribute to Global GTM. Work with the field organization at the regional and country level to build and execute GTM strategies. Monitor and analyse technology and industry trends, market research data and customer requirements to identify growth opportunities for SAP in the region. Understand and position SAP solutions for HER against local and international competition. Must be prepared to drive collaboration across multiple corporate functions, including but not limited to sales, pre-sales, marketing, consulting, partner management, Industry Principals, product development, executive management, pricing and licensing, globalization services, and University Alliances. Contribute to HER marketing assets; present SAP strategy and success to HER related events, both internal and external industry events, conferences, etc. Present SAP strategy and success to industry analysts, press, and other influencers. Contribute to IBU GTM and IBU operations planning. Monitor HER pipeline and revenue; support key deals.
Develop and drive solution strategy for HER in APJ. Contribute to Global HER solution strategy. Develop and drive solution roadmap and corresponding revenue plan. Build business cases to implement solution strategy, including localization. Drive and support deployment of SAP solutions for HER. Support escalation management. High quality solutions (packages), validation and acceptance of planned and implemented scope. Contribute to go-to-market and monetization plan for solutions including partner / channel options. Review solution success & run analysis of customer insights. Contribute to regional and global HER User Groups and Industry Advisory Councils. Contribute to sales portfolio, Industry Value Map, production of sales assets, and development of Solution Roadmap for HER.
Key customer relationship management. Identify, develop and maintain relationships with key HER customers in the region. Be able to present to all customer levels, from users to Executives. Contribute to regional and global HER User Groups and Industry Advisory Councils. Initiate and drive partnerships with customers, including GTM and co-development. Track go-lives and drive referenceability of customers.
Field and partner enablement: Drive solution launch, rollout and field and partner enablement. Develop/ build story boards for sales demos of solutions. Create roll-out materials e.g. collaterals, references, success stories. Train and educate key multipliers (SAP internal and external). Actively participate in customer communities. Support strategic deals and customers and partners. Advise on pricing and licensing models.
Identify new partnership opportunities. Drive growth of partner ecosystem for HER in the region, including implementation, channel, and development partners. Drive new models of partner collaboration.
Provide and proactively offer IBU Branded Services:
1. Executive First Meetings
2. Executive Value Networks
3. Customer Solution Design Workshops.
4. Post-sale Advisory Services
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