Requisition ID: 414347
Work Area: Sales Support
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF
Hiring Manager: Paul Robertson
Recruiter Name: Timothy Moore
Additional Locations:
The AI GTM LOB DOmain Expert- HCM serves as a subject matter expert and driver of Line-of-Business (LoB) AI strategy . This is provided via developing GTM business strategy through solution expertise, content and thought leadership that drives positive outcomes and involvement in select strategic customer engagements. The individual will be responsible for solution strategy, solution expertise, solution roadmap and vision and helping guide deal execution of SAP’s offerings with select strategic customers.
Provide LOB expertise to our field and Partner teams. Develop overall deal strategies / approaches, value, and pricing.
Support the creation of POV templates, demos and approach to RFP responses.
Participate in LOB AI GTM planning, and territory planning activities to help achieve AI revenue targets
Deliver tailored field guidance to sales teams, helping them address industry-specific challenges and position LOB solutions effectively in customer conversations
For select customers, engage directly with senior executives to drive positive sales outcomes
Provide strategic input to refine the commercial approach, balancing value with competitive pricing strategies
Partner with key ecosystem players to co-create messaging that reinforces joint value propositions for customers
Drive demand generation campaigns and initiatives to enhance customer engagement and satisfaction
Deliver tailored guidance to sales teams, helping them address industry-specific challenges and position LOB solutions effectively in customer conversations.
Equip sales teams with data and customer stories showcasing how LoB solutions address common industry pain points
Offer tailored recommendations for adapting messaging to resonate with the unique needs of customer
Provide support in addressing objections by leveraging customer success stories, and proven solution benefits
Position/kick-off presales/demo with high level process, solution outline and value proposition
Engage
Work closely with ecosystem partners to identify synergies between offerings and develop compelling joint value propositions tailored to customer needs
Regularly update messaging and materials to reflect new capabilities, offerings, and customer success stories
Engage with ecosystem partners to ensure alignment on shared goals, target markets, and competitive positioning
Support the commercial approach and customer discovery sessions with strategic customers
Provide subject matter expertise to ensure that assets accurately reflect the latest LoB innovations and align with customer needs.
Stay updated on the latest LoB advancements, industry trends, and product updates to ensure assets are current and relevant
Evangelize customer success stories to make assets relatable and demonstrate practical application of LoB solutions
Act as a liaison between technical teams and customer-facing roles to ensure messaging is both technically accurate and easily digestible
Act as a thought leader into product teams on market demand/needs from customers/industry; innovation and design input and experience into specific functional areas including best practices.
Liaison to support Partner teams
Support/lead AI specific inquiries and enablement with Partner teams
Present and market with Partners on industry and solution POVs and customer stories
Support enablement and onboarding of Partners to new product areas
Contribute to Partner community forums
Engage with Partners regarding pipeline and deal strategy
Support the Partner Operation executive on adoption and expansion topics
Collaborate with product and innovation teams to share customer and field feedback on adoption of solutions
Provide direction on development prioritization
Stay updated on the latest developments and competing offerings
Quality and sense check/test new functions and their viability
Provide input or quality checks to demos of newer solutions
Consulted on marketing material content for specific solution
Engage with regional COEs / other LOBs and exchange best practices
Deliver deep knowledge on portfolio, act as subject matter expert, and leverage established internal networks
Stay informed on competition and value driver
Professional Experience/Qualifications:
10 +yers Proven experience in GTM strategy in enterprise technology
Proven experience in leading AI initiatives and teams
Strong understanding of SAP Business AI
Ability to thrive in a fast-paced environment and manage multiple top-priority programs simultaneously
Excellent communication and interpersonal skills, with the ability to work in a matrix structure spanning across organizations
Competency in business planning, and operational execution
High degree of integrity, ethics, and commitment to SAP's values and culture
Promotes a culture of trust, feedback, transparency, informed risk-taking, and execution excellence.
Communicates clearly and effectively – both in written and spoken form.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 229500 - 390200 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 414347 | Work Area:Sales Support | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid