Industry Value Advisory/IVA) Head Jobs in Dubai – UAE at Hybris
Title: Industry Value Advisory/IVA) Head
Location: Dubai – UAE
Type: Full Time
Category: Sales, Management
Position: Industry Value Advisory (IVA) Head for Middle East South
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.
PURPOSE AND OBJECTIVES We seek a Head of Industry Value Advisory to lead our Middle East South Industry Value Advisory team (IVA). The primary focus of the IVA team is to support the creation of the industry go-to-market, to engage with customers to support the generation, maturing and closing of opportunities, and to work with selected customers on realizing the business value.
Working with the other Virtual Account Team (VAT) participants, the IVA team drives industry and value management practice in Sales engagement, in strong alignment and collaboration with all experts in the VAT team (Sales, Presales Business and Enterprise Architects, COE and solution Presales) to shape the customer value roadmap and deliver board-level justifications for investment in SAP-enabled transformations. This is a crucial position that brings our primary go-to-market (industries) to life and ensures we can differentiate ourselves on the market, enthuse our customers, and support long-term strategic partnerships.
The 2021 IVA priorities include: Ensuring relevant and powerful industry messages and initiatives that we take to market Accelerating cloud growth, especially through the ‘RISE with SAP’ initiative Improving the collaboration with the Presales and COE Advisory teams to create a coherent frot with sales to ensure success of developing strategic roadmaps and deals with customers In line with the LACE operating model, continuously innovate the IVA services and deliverables, customer experiences during the engagement execution, thought leadership to improve the impact SAP can Deliver Delivering strategic thinking and innovation ideas for key industries Building and maintaining a sufficient 4 rolling quarter pipeline Using industry innovation, stories and expertise to differentiate ourselves to our customers Leading a team through strong execution EXPECTATIONS AND TASKS As Head of IVA you Partner with Local Sales Leadership, COO and Industry Customer Advisory (ICA) to shape the MU GTM and identify focus customers Initiate and ensure execution of industry-led demand generation in line with GTM priorities Prioritize and evaluate engagements for maximum impact, according to the qualification criteria and Franchise guidelines Engage with C-levels at strategic customers to initiate and steer joint engagements Provide guidance to shape our approach to client context, to improve deliverables quality and impact Recruit and coach team members to improve individual skills, address development priorities and retain …