AI Advisor GTM - Midwest MU

We help the world run better At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We’re builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what’s next. The work is challenging – but it matters. You’ll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What’s in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

The Customer Advisory AI Solution Advisor works closely with SAP’s Sales organization and the partner ecosystem to define account strategy as it relates to Artificial Intelligence. AI SAs are responsible for bridging the gap between the customer’s business strategy and relevant Business AI solutions. They are trusted advisors for the customer and SAP sales team to map AI commercials to a customer’s AI roadmap.

• Provide account GTM strategy for SAP’s Business AI for all sales teams under a single second-level sales manager (SLSM) within the market unit this role supports.
• Supporting sales cycles end-to-end for marquee accounts within the SLSM’s set of customers.
• Clarify commercial details as well as basic AI contractual terminology with customers and sales teams.
• Triage incoming requests from customers and sales teams around commercials, legal, and software functional use cases.
• Help to facilitate bi-weekly office hours with regional sales teams.

• Support building customer demand through appropriate thought leadership positioning.
• Understand customer’s business process map and business model with industry reference architecture focus.
• Understand customer’s current enterprise landscape and future needs.
• Drive the positioning of standard AI approaches leveraging SAP Business AI.
• Engage in pipeline-building activities such as account planning, quarterly business reviews, and regional AI community events.

• Facilitation and execution of AI Discovery Workshops.
• Drive Business AI architecture and capability mapping to solution design.
• Ensure IT feasibility of the Business AI mapping to SAP solution architecture.
• Support customer cloud transformation roadmap definition (business and application focus).
• Drive customer cloud/hybrid transformation roadmap definition (standard cloud application and technology focus).

• Support customer workshops and meetings to develop relationships with key stakeholders at the customer.
• Support updating AI roadmaps & solution maps with the customer and assigned sales team members.
• Drive solution expansion by highlighting value & linkages to the broader SAP Portfolio.
• Support the end-to-end lifecycle of solution activation and consumption.

• An understanding (technical and/or non-technical) of AI in a business context.
• Experience working with and selling software to large enterprises.
• Collaboration with Solution Management, Sales, Presales, Adoption/Consumption, Consulting or Business Development, demonstrating successful outcomes over multiple years.
• Familiarity with the enterprise software sales process and Business AI commercials.
• Experience acting as the trusted representative of an enterprise software organization to a customer.
• Proven professional networks in the market to drive pipeline and revenue growth for SAP.
• Proven leadership and project execution experience.
• Proven experience of driving tangible outcomes in enterprise customer software sales.
• Fluency in English; any other language is an asset.
• Education:
  
  Bachelor’s degree (or equivalent) required.

At the core of our mission, the AI Advisor team is dedicated to guiding SAP’s sales teams, and SAP’s customers through their Business AI transformation journey. Our experts work collaboratively to deliver tailored, consistent value to every customer, ensuring they achieve the best results from their cloud investments. We are passionate about enhancing the end-to-end customer experience…