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. How? 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. The goal of the ANZ AI Customer Advisory (CA) Head is to work in tandem with ANZ leadership to ensure that SAP’s Business AI strategy is rolled out and executed with consideration of market unit feedback and priorities. In this role you will own the ANZ AI GTM strategy and execution across the market unit, with a clear focus on pipeline generation, progression and Business AI adoption. KEY RESPONSIBILITIES The ANZ AI Customer Advisory Lead has a mix of Business Development and Presales skills to drive success in responsibilities across GTM strategy, demand generation, strategic engagement pursuits to drive pipeline progression, thought leadership, community engagement and enablement, partner management and AI adoption to drive customer success. With a sound understanding of SAP solutions (across Finance, Supply Chain, Procurement and more) you will identify AI solutions relevant to the customer’s landscape and push forward our growth ambition for the AI pipeline in ANZ. Core priorities and tasks are as follows: 01 GTM Strategy & Demand Generation Work closely with the ANZ MD and CBO to define localised short and mid-term GTM strategy for AI with focus on pipeline development, pipeline progression and adoption. This includes collaboration and alignment with global AI teams, Regional Business AI Head and ANZ Market Unit Customer Advisory teams to help us rapidly accelerate our AI ambitions. Localise & refine AI sales motions for ANZ to build a strong and healthy AI Pipeline as well as AI-influenced BTP / BDC Pipeline. Work closely with ANZ Marketing team on event roadmap, content and execution, ensuring consistent external messaging in support of SAP’s AI vision. This includes strategic initiatives defined by the ANZ Marketing Leadership team. Cascade and communicate the GTM strategy to Solution Areas, Black Belts & ANZ leadership. Acts as a multiplier in the market unit, also working closely with the partner ecosystem org and partners directly. Drive SAP Business AI messaging across all top deals under Enterprise High Touch & Corporate Field customer segments; Run AI Inspiration & Discovery workshops, support ideation and mapping of customer challenges to embedded or custom AI use cases, to build multi-million Euro AI opportunities. Support the development and localisation of AI programs & services that Customer Advisory needs to offer to our customers, effectively grow the AI business in ANZ Conduct cost-benefit analyses and develop business cases to support AI investment decisions with Value Advisory teams. Leverage the latest Business AI demos, and as a facilitator, presenter and storyteller, with the ability to present complex ideas in a clear, concise fashion to technical and non-technical audiences Establish a channel for customer success between Customer Advisory, Customer Success Partners (CSPs), RIG (Regional Implementation Group), Services and Labs teams to foster better deployments and happier customers. Implement a structured approach for gathering and analyzing customer feedback post-implementation to drive continuous improvement in AI solutions and services Work closely with the Customer Reference, Account Enterprise Architect (EA), Solution Area CSPs and Global AI teams to identify accounts adopting AI willing to turn into lighthouse AI references, with a focus on Joule & Premium AI Support the development and maintenance of a repository of case studies and customer testimonials to support sales efforts and showcase the value of SAP’s AI solutions 04 Thought Leadership and Enablement Serve as a subject matter expert on AI technologies, trends, and best practices. Stay up to date with the latest advancements in AI and identify opportunities to translate hype into business outcomes. Collaborate with product management teams to influence product development based on market trends, customer feedback, and competitive analysis. Co-own the enablement content & delivery for AI in Customer Success together ANZ Market Unit CBO, MD and Regional Business AI Head Coach and fine-tune the AI messaging for the ANZ leadership team to influence AI pipeline at various forums. PROFESSIONAL EXPERIENCE/QUALIFICATIONS The successful candidate for the ANZ AI Customer Advisory Leader role will bring the following experience and attributes: Senior level (10+ years) with significant experience driving complex deals and a strong record of achievement in business development and GTM execution. Understands SAP Business AI strategy and SAP product portfolio. Sound understanding of technical concepts in AI, architectural considerations and latest developments in AI; hands-on experience with AI is a plus. Deep experience of customer AI-focused engagements. Innovation Track Record: Drives operational innovation based on a deep understanding of customer and organizational landscape & business factors. Transformation: Track record of translating transformations and strategy into operational execution proven by measurable business success (top line or bottom line) Customer Focus: Well- respected, market facing proven leader in customer success execution and customer empathy across LoBs, Segments, and/or Industry Record of building strong and loyal customer and partner relationships that translate to measurable business outcomes. Leadership Competencies: Leads with expertise and an innovation mindset. Leads a matrixed team through vision, engagement, competency, and influence. Well respected both internally and externally. Optimistic outlook and agile mindset. Quickly addresses challenges and leads and inspires through adversity. Has executive presence and credibility. Effectively interacts with CxOs. High integrity and ethics. Demonstrates SAP’s values and culture. Behavioural Competencies: Customer Focused. Result oriented. Agile, with a proven ability to work under pressure with extreme flexibility. Communicates clearly and effectively – both in written and spoken form. Innovates, experiments & incorporates new approaches to put Customers First. Well networked internally and externally. Promotes a culture of trust, feedback, transparency, informed risk-taking and execution excellence. Bachelor’s Degree or equivalent accreditation required; Master’s Degree or MBA Preferred. ​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. 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: 424376  | Work Area: Presales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.