SAP Presales Senior Specialist (IBA) Thailand Job in Bangkok, Thailand
Requisition ID: 238356
Work Area: Presales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
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 Business Architect (IBA) is a customer-facing role, working with strategic customers and prospects on digital transformation and business architecture. The IBA leads customer engagements to assess strategic objectives, innovation scenarios, key improvement opportunities and other sources of incremental economic value. Working alongside the sales account team, this role is key to help customers translate their business strategy into a vision and roadmap to deliver on their stated business outcomes. This role will involve a judicious mix of account-based demand generation, industry demand generation activities across the market unit and end-to-end deal execution for opportunities in specific accounts in the Chemicals as well as Paper & Packaging industries.
KEY AREAS OF RESPONSIBILITY
Account-specific demand generation: IBA leads strategic account planning sessions with customers, facilitates customer visioning workshops and leads delivery of value focused engagements. Identifies framing digital transformation themes that are relevant to the customer’s industry; establishes a roadmap and timelines to realise business outcomes from the identified themes and secures support from the relevant customer stakeholders. Supplements the roadmap with the relevant business architecture; and together with the Virtual Account Team (VAT), draws out the business architecture to realise the vision. Drives business model and process innovation for the assigned customers.
Industry demand generation: In focused industry segments, IBA is 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 the market unit. Proactively plans one-to-few or one-to-many events, including industry academies; maintains a thought leader profile through publication of blogs and articles and interact regularly with analyst community to enhance SAP profile in the industry or set of industries.
End-to-end deal execution: IBA works with the sales team and orchestrates the VAT, which includes deal execution leadership across the sales cycle – from qualifying opportunities to delivering various services as needed to bring the opportunities to a successful close. Participates in qualification, leads opportunity strategy and solution positioning; leads an engagement team in delivering other services such as enterprise architecture, ensuring a cloud-first strategy, including cloud architecture in multi-cloud and hybrid-cloud environments.
This position requires a senior individual with a strong blend of industry expertise, digital transformation, business architecture and consultative skills. It is an expectation of the role that this individual will be able to build and maintain senior executive relationships.
Lead with Industry Expertise and ensure we talk the customer’s language focusing on business process optimisation and value, provide relevant customer examples in their industry and target areas for value realisation
Architecture & Strategy leadership – be aligned with a set of strategic accounts and own the architecture vision and strategy
Become a trusted advisor to C-level management and their teams as they look to transform their business
Drive account planning, opportunity planning and opportunity qualification in collaboration with the sales account team
Articulate key concepts of Intelligent Enterprise, digital transformation, customer experience and cloud adoption
Understand the customer’s business strategy and technology needs, identifying the key capabilities and technology enablers required to support these
Lead a VAT for delivering end-to-end customer engagements in assigned accounts
Be accountable for the development of business case documents, visioning proposals, business architecture artefacts, delivery roadmaps and executive presentations
Work within a matrix-style organisation across multiple teams and stakeholders
Mentor and guide sales and VAT colleagues on strategic opportunities
Participate in the delivery of solution best practices, reference architectures, educational sessions, industry events and industry academies for customers, partners and internal audiences
REQUIRED EXPERIENCE / SKILLS
Bachelor’s degree (or equivalent) required, MBA or equivalent degree from accredited university preferred
Multi-year professional experience, including at least Chemicals or Paper & Packaging industries segment. Two years of SAP product and business application software or implementation experience
Strong strategy analysis, business and financial acumen, industry focus
Good understanding of role of IT in business, ability to communicate the business value of technology decisions
Solid business case creation, analysis and research experience
Experience in diverse technology landscape and process/technology integration issues
Experience in developing deployment project plans and long-term IT roadmaps (value architecture required)
Good understanding of the architectural principles of cloud-based platforms including SaaS, PaaS, multi-tenant, multi-tiered infrastructure
Fluency in English, any other language an asset. Fluency in the language of local markets if required
Familiarity with solution selling or equivalent Sales Methodologies
Familiarity with design thinking and/or similar frameworks
Previous experience in IT strategy or planning
Experience with executive interview techniques, experience in design and facilitation of executive workshops aligning diverse perspectives and expectations; executive presence
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 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 ).
Successful candidates might be required to undergo a background verification with an external vendor.
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