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.

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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

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