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The Industry Principal is SAP India's champion or spokesperson in Financial Services space. Responsibilities include proactively working with Sales & Pre-sales management, Value Engineering, Marketing, Partners, Customers, and Prospects to identify new solution and industry specific product requirements which will translate into revenue opportunities for SAP. Ensure appropriate solution expertise support is provided and leveraged during the sales and solution implementation cycle. Develop successful sales and solution strategies to achieve maximum profitability in the assigned segment, while maximizing revenue growth of all company products and services. Work with various Partners to develop Marketing and Sales strategies to penetrate market and drive revenue pipeline with missionary zeal.

RESPONSIBILITIES

Demand Generation:

Drive market-share by effectively creating positive public perception of our solutions

Present at industry conferences and events, demonstrating the SAP Solution and value-added benefits

Periodic health check-up of installed customer base

Maintain high level of industry expertise by participating in industry events to keep current on important industry trends and evolution

Industry-based analysis to identify growth opportunities

Create and manage relationships with solution specific partners

Supporting Sales Engagement Cycle

Providing strategic support to sales management by crystallizing business insights into the sales cycle

Create effective value propositions and publish return of investment

Support the interaction between sales force and key industry segment customers to ensure effective, ongoing product and solution communication.

Proactively communicates new solution developments to the field; position the SAP solution for the segment to the field organization

Provide account planning and sales support as required

Establishing and maintaining C-level connect

Thought Leadership

Writing paper on different themes for publication in trade journals and magazines

Position SAP in market as a thought leader through innovative evangelism

Act as a resource to educate employees, customers and partners on relevant business and sales knowledge, by creating, delivering and maintaining product information collateral

Background

Management degree/diploma with Finance Specialization or Chartered Accountant / MBA.

15 + years of Industry experience

Exposure to IT applications and systems

Sound understanding of requirements of Financial Services

Knowledge of current technology trends, major players and market shaping forces - and a necessarily deep interest in technology futures

Skills

Outstanding presentation demonstration skills

Be comfortable and charismatic when speaking to, demonstrating software to, or presenting to large and small groups of senior business or technical decision makers.

Capable of adapting messages dynamically to effectively communicate with both business and technical audiences

Ability to quickly understand complex, new technologies and their application within enterprise software solutions.

Ability to track, evaluate and educate relevant knowledge about current and future trends in technologies, business market conditions, and the competitive environment related to the products and customers

Team Player

A blend of curiosity, creativity, persistence, commitment, passion and optimism

Able to work systematically and logically to resolve problems, address opportunities, or manage the situation at hand; ability to identify causes, relationships, and implications

Able to act on opportunities for solving problems to increase business, or meet objectives before being asked or required to do so

Proven ability to maintain focus and stay in control under stressful and challenging circumstances

Capacity to understand the agendas and perspectives of others, recognize and effectively balance the interests and needs of one's own group with those of the broader organization

Capacity to understand business concepts and practices, keep up to date with business trends and developments; work to create new solutions for customers and competitive advantage for SAP

Clearly expresses ideas, thoughts, and concepts, in writing using correct and appropriate format, organization, and structure

Bias for action & can-do approach

Travel

50 % of time to be used for traveling for meeting customers, prospects partners and other stake-holders