Head of Ai

**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.

**02 Deal Progression**
- 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

**03 AI Adoption**
- 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**
- 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**

**Experience**:

- 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 lates