Presales Expert

3 weeks ago

Kuala Lumpur, Malaysia SAP Full time

**What we offer**

**Job Title: Industry Business Architect (Oil, Gas & Energy and Utilities)**:**
COMPANY DESCRIPTION**

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 Oil, Gas and Energy and Utilities 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 Oil, Gas & Energy and Utilities 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.

**KEY TASKS**
- 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’

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