RI Pursuit Fulfillment Lead (USA or Canada)

at  SAP

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.
Overview: The RI Pursuit Fulfillment Team is a strategic partner within the RI CS&D Team. We guide Customers, Sales, and Delivery through prescriptive. We use qualification methods to produce a comprehensive, integrated solution proposal that results in success for our customers, partners, and SAP. The Pursuit Fulfillment Team understands business needs, defines outcomes and establishes solution foundations within the Regulated Industries Market Unit.
The Pursuit Fulfillment Lead is responsible for assembling the complete solution scope based on customer requirements during the opportunity process. The Pursuit Fulfillment Lead is dedicated to build valuable solutions for our customers. They are the single point of contact for the account team and lead teams of subject matter experts to deliver full-service documentation (estimates, scope documents, proposals) for qualified services and support opportunities.

THE FOLLOWING ARE KEY SKILLS FOR A PURSUIT FULFILLMENT LEAD:

• Leadership qualities, including communication and negotiation skills;
• Actual implementation experience, end to end in a leadership role (lead architect, PM, etc.);
• Actual Premium Engagement delivery experience (Engineering Architect, Technical Quality Manager, CoE, etc.);
• Fast learner and ability to cope with new challenges;
• Ability to understand the way License & Service Sales think and operate;
• Ability to think big and translate to real solutions;
• Ability to deal with tight RFX and proposal deadline;
• Ability to challenge people in a respectful manner;
• Self-confidence to know what you can do and where you need help;
• Ability to read a situation and adopt to be able to find the best way to be successful;
• Customer insight on management level (decision making, budgeting, business drivers, etc.)

SOLUTIONING SKILLS:

• Solid and broad architectural understanding of SAP solutions (technical / functional)
• Exposure to SAP centric methodologies and frameworks
• Think like a true Business and IT architect;
• Ability to translate business needs to IT solutions;
• Passion about Innovation topics and SAP;
• Thought leadership on transformation topics;
• Industry Expertise in one of the following preferred areas:
• Public Sector
• Aerospace and Defense
• Utilities
• S/4HANA expertise in one of the following preferred areas:
• Finance;
• Logistics;

EXPERIENCE:

The ideal candidate will have 10+ years of SAP or related IT experience, with experience in:

• Large SAP transformations;
• Working within cross-matrix teams;
• Hands-on SAP experience;
• Management experience;
• Sales experience.

• Find the perfect balance between creating a solution approach, which is not too aggressive and not too conservative, to deliver the most competitive proposals for SAP to be successful in selling as well as implementing.
• Take ownership of the solutioning process as part of a services sales pursuit.
• Draft, encourage and keep a team of experts accountable to deliver the expected solutioning results.
• Execute continuous stakeholder management, setting and managing of expectations regarding the solutioning process.
• As part of the solutioning process, be responsible for:
• Solutioning/Scope meetings with the customer;
• Customer presentations on implementation approach, scope and estimates;
• Scoping, Estimation (working with SME’s);
• Supporting Delivery Readiness Check;
• Approval and Bid Council Support.
• Accelerating adoption and positioning of strategic topics – e.g., RISE, BTP, Design Success
• Ensure consistent approach in solutioning execution.
• Increase bid quality resulting in less iterations and higher win rate.