PURPOSE AND OBJECTIVES
The Industry Value Engineering team Public Services EMEA provides industry insight and expertise around core public services operations. This mainly includes governments and municipalities as well as armed forces, education providers, hospitals and postal services. A thorough knowledge of Public Services specifics (eg PS accounting and budgeting, procurement processes, PS core processes, PS mission and vision), PS return on investment concepts and value messaging is key for this role. The MENA IVE team currently encompasses six Industry Value Advisors.
EXPECTATIONS AND TASKS
The role has managerial as well as delivery responsibilities. Part of the time the individual will be IVE PS’ EMEA point of contact for the MENA business unit and align EMEA PS IVE strategy and team operations with the MENA strategy and priorities. The individual will be responsible for demand generation, pipeline build strategies and development of scale initiatives resulting in increased pipeline, revenue and in elevating SAP’s leadership position in Public Services in MENA. Some key activities:
* Define and articulate SAP’s executive value selling vision and strategy. Develop Industry Business Plan for PS in MENA.
* Articulate strategic priorities and qualify addressable market opportunities.
* Align with local BDM on strategic accounts and priorities and ensure appropriate IVE engagement.
* Oversee the development and adoption of scalable governance models to achieve targeted revenue, margin, and market share goals.
* Oversee quality of team’s deliverables.
* Leverage strategic partnerships with key decision- makers internally and in partner and customer organizations.
* Act as role model for SAP passions.
At the same time the candidate will provide senior strategic demand generation and sales support in Public Sector (Mastercode 12) specific business areas. Whether the role will include people management responsibilities for the team is to be decided. Some key activities:
* Establish a network with Public Services C-level leaders.
* Articulate SAP value vision and creation process.
* Act as trusted senior advisor for customers
* Enable Public Services customers become best run business.
* Provide executive consultation to customers and prospects to build solutions to achieve business goals and create value through a holistic model.
* Represent SAP externally on value management vision and strategic subject matters.
* The final details of the role and the responsibilities will be defined based on the candidate’s profile.
WORK EXPERIENCE
* Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise within the Public Services industry (e.g. through Solution Management, Sales, Consulting or Business Development roles) ideally complemented by working experience in a Public Sector entity in MENA.
* SAP (or comparable) product experience and/or more than 10 years prior Public Sector experience.
* Viewed as Public Sector expert, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth.
* Proven track record of success in the experience.
* Fluency in English. Arabic will be an asset.
Job Details
| Date Posted: | 2014-04-01 |
| Job Location: | Dubai, United Arab Emirates |
| Job Role: | Other |
| Company Industry: | Sales |
Preferred Candidate
| Career Level: | Management |
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Industry Value Engineer, Public Services, MENA Leader - SAP job United Arab Emirates