Overview
We help the world run better. At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Location: Italy and other EMEA Countries
What you’ll do
The Industry Advisor (IA) plays a critical role supporting our Industry business to grow sales pipeline and engage with our customers to secure revenue. The Industry Advisor provides industry perspective, strategic solution advice, and thought leadership to drive pipeline growth and quality through demand generation strategies, support sales cycles and customer co-innovation programs, and contribute to building SAP's leadership position in the industry.
Responsibilities

Area 1 - Planning, Strategy, & Practice Development:

Develop and execute a quality and actionable business plan
Quarterly business plan review
Enable Sales, the VAT team, and the Partner Ecosystem on how to differentiate SAP for the industry
Develop compelling industry specific content in support of the five key job areas


Area 2 - Drive Awareness & Incremental Demand:

Develop SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles, and social & traditional media interviews, etc.
Create and nurture industry customers and communities
Get doors open. Create / qualify new pipeline opportunities
Provide Industry advisory for account planning


Area 3 - Mature Industry Opportunities in Pipeline:

Accelerate pipeline opportunity conversion to qualified customer engagements
Develop industry specific account strategies
Conduct executive first meetings to differentiate SAP based on industry relative to the customer's objectives


Area 4 - Support Deal Execution:

Differentiate SAP by industry throughout the sales cycle to increase win rates and grow deal sizes
Help shape the engagement by advising the sales teams to ensure the right industry message is delivered in deliverables like RFP responses, business cases, product demos, industry solution architecture, etc.
Lead customer executive conversations


Area 5 - Support Customer Success Realization:

Support post sale advisory and Executive Steering Committee meetings for top accounts in plan
Support Industry Customer Advisory Councils and networking
Build and nurture customer references



What you bring

12-15+ years professional experience
Expertise in Public Sector and/or Defense
Customer facing experience and fluency in English, with knowledge of other languages as an asset
Bachelor's degree required, MBA preferred
Strong communication, problem-solving, and project management skills
Ability to work in dynamic and high-pressure environments
Experience with managing escalations and building strategic partnership

Where you belong

Business development profile with ~ 30% travel
Represent the company on industry subject matters internally and externally
Work with co-workers from diverse backgrounds and collaborate with other sales roles
Experience in working with Cloud solutions
First experience with SAP industry solutions for your industry

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.
Equal Opportunity Employer: 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. Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 427742 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
Requisition ID: 427742Posted Date: Sep 7, 2025Work Area: SalesCareer Status: ProfessionalEmployment Type: Regular Full TimeExpected Travel: 0 - 30%Location: Milano, IT, 20124

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