AI Advisor- GTM

We help the world run better. At SAP, you bring your best, and we’ll bring out the best in you. 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.

About the role

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 Solution Advisors 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.

Responsibilities

• Providing Commercial Guidance to Sales Teams
  • 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.
  • Support 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 facilitate bi-weekly office hours with regional sales teams.
• Creating an SAP AI Vision for the Customer to build Pipeline
  • 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.
• Building Key Business AI Deliverables to drive Sales Results
  • 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).
• Being a Business AI Advisor for the Customer to create Lifetime Value
  • 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.

Requirements

• 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 driving tangible outcomes in enterprise customer software sales.
• Fluency in English; any other language is an asset.
• Bachelor’s degree (or equivalent) required.

About the team

At the core of our mission, the AI Advisor team is dedicated to guiding SAP’s sales teams and 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 by focusing on improving the adoption and consumption of SAP’s products and services. By speaking our customers' language, we build stronger foundations of trust and credibility, addressing industry-specific needs, challenges, and opportunities.

Schedule

Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy.

Pay

The targeted annual combined range for this position is [compensation range]. The actual amount to be offered to the successful candidate will be within that range, dependent upon key aspects of each case which may include education, skills, experience, scope of the role, location, etc. Any SAP variable incentive includes a targeted dollar amount, and actual payout is dependent on company and personal performance.

Benefits

Please reference this link for a summary of SAP benefits and eligibility requirements.