Delivery à United States

DETAILED ROLES & RESPONSIBILITIES

• Lead Generation: Work closely with client managers and enterprise architects assigned to our large enterprise clients to create leads and opportunities for large SAP deals. Plan and carry out sales/lead generation activities, build and progress key deals with large corporations, in accordance with agreed business plans. Develop relations specifically within the SAP market in the country and region.
• Opportunity Qualification: Understand the client context, the competitive SWOT relative to our position, to make qualify large SAP opportunities.
• Deal Leadership: Lead from the front in managing large SAP transformation deals - facilitate workshops with client stakeholders to understand their business pains, ambitions, and goals; and propose SAP solutions that deliver measurable outcomes and align with client budgets and strategies.
• Solution Design & Execution: Provide deep expertise in the presales stage for SAP products and modules, including migrations from SAP ECC 6 to S/4HANA, which have full-cycle services from consulting to implementation and application managed services.
• Applications Integration & Technical Feasibility: Propose integration strategies for SAP solutions with existing systems such as CRM, HRM, analytics platforms, and peripheral enterprise applications. Address challenges in integrating SAP solutions within complex IT landscapes. Ensure secure and efficient APIs to meet enterprise security and performance standards.
• Cost & Value Optimization: Develop cost-optimized solutions aligned with client budgets. Focus on delivering measurable business value through SAP solutions. Balance cost-efficiency with performance, scalability, and availability requirements.
• Infrastructure Requirements & Disaster Recovery: Ensure proposed solutions are supported by adequate IT infrastructure to meet performance and availability goals. Provide input on fault-tolerant infrastructure and disaster recovery strategies to ensure minimal downtime and quick restoration in case of failure.
• Proposal Development & Presentation: Work closely with proposal teams to develop high-quality, client-focused proposals and presentations. Clearly articulate solution value propositions and differentiators to clients. Lead technical discussions during client presentations and address any technical concerns. Contribute on industry experience and thought leadership through workshops
• Commercial Management: Develop commercially optimized solutions aligned with client budgets and requirements. Demonstrate strong negotiation skills to close contracts, including expertise in legal and financial aspects of large SAP contracts.
• Collaboration Mindset: Work closely with internal teams across consulting, infrastructure, and cloud to deliver end-to-end SAP solutions. Also, work closely with SAP’s alliance, sales and presales professionals in planning and execution.
• Thought Leadership: Promote structured SAP implementation methods and tools to ensure project success. Drive innovation by staying updated on SAP advancements, industry trends, and client needs.

Key KPIs

• Booking (Total Contract Value (TCV)) and Booking Gross Profit (TCV-GP)
• Revenue and Gross Profit

KNOWLEDGE & SKILLS

• Experience & Skills: Proven track record in sales and solutioning of large SAP transformation deals, with exposure to full-cycle services from consulting to integration and managed services.
  • In-depth knowledge of SAP products, such as S/4HANA, and exposure to SCM, Success Factors, SAP Analytics Cloud, Industry Solutions, SAP Cloud Platforms, Sustainability.
  • Hands on experience in closing at least one significant deal full lifecycle SAP ECC 6 to S/4HANA migration for a deal with a minimum value of USD 10 million.
  • Strong industry experience - spanning at least a couple of our targeted verticals
    • Singapore: Manufacturing, Healthcare, Pharma, Retail, Auto Distribution
  • Familiarity with underlying IT infrastructure (e.g., cloud environments) supporting SAP applications.
  • Expertise in integrating SAP with other enterprise systems, including CRM, HRM, and data analytics.
  • Experience in managing SAP applications managed services contracts – system monitoring & support, SAP landscape management, proactive management, patch management & upgrades, compliance & reporting, and delivering SLA.
• Engagement Style: consultative style of client engagement with the ability to run workshops, identify client needs, and propose transformative solutions. Utilizes a disciplined approach for successful solution selling (value centric sales approach), establishing and maintaining accurate, timely and documented sales revenue forecasting.
• Technical & Commercial Expertise: Deep understanding of structured SAP implementation methodologies and tools. Strong commercial acumen with the ability to align solutions with client budgets and optimize outcomes. Skilled negotiator with knowledge of legal terms and conditions for large SAP contracts.
• Soft Skills: Exceptional communication and presentation skills, with the ability to engage C-level stakeholders. Results-driven mindset with a focus on delivering measurable business outcomes.

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in engineering, computer science or any technology discipline. Additionally, an MBA would be desirable.
• A total experience of 15+ years in ERP products and solution sales, with 10+ years of demonstrably successful experience in owning large SAP opportunities.
  • Experience in modernized cloud environments and their integration with SAP solutions.
  • Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market.
  • Proven success in working across multiple industries in Singapore.
  • Strong understanding of competitive landscapes and differentiation strategies for SAP solutions.