SAP Practice Sales Leader - Retail, Consumer Goods, Logistics domain

at  Infosys

Required Professional Skills

• Extensive experience in IT services business development / sales in the Consumer Retail and Logistics domain
• Strong experience in selling SAP Services and Solutions to UK and European Consumer Retail and Logistics clients
• Strong knowledge of technology, methodologies and tools or in-depth and expert knowledge in at least a few ERP based technologies and tools in order to recommend frameworks like Transition, Portfolio Analysis, S/4HANA related Business Transformation, S/4HANA Conversions, SAP Upgrades, AMS etc. that can be used for solution creation
• Strong knowledge of Contracting / Legal / MSA (Master Services Agreement) processes and financial concepts in order to ensure adherence to standards and to make recommendations on the optimal way to structure / price deal and take to a closure
• Understanding of a large IT service consulting organization and support structure to drive relevant approvals and compliance procedures related to pricing as well as legal aspects of a deal
• Proven strength in relationship-building at senior executive / CxO level
• Good inter-personal skills including ability to work successfully with virtual, geographically -dispersed and multi-cultural teams
• Display good ability to relate, compare, secure relevant information and identify key issues and an ability to commit to an action after developing alternative courses of action that take into consideration resources, constraints, and organizational values
• Display an in-depth knowledge of value articulation principles including client ROI and appropriate storyboarding techniques to be able to present the Infosys solution effectively to the relevant stakeholders
• Skills / Experience with (or in) SAP specific Engagement / Delivery roles in a large / Tier-1 IT Services organization will be an added advantag

WHAT WILL YOU DO?

As a SAP Practice Engagement Manager focusing on SAP Sales and Services for Consumer Retail and Logistics clients in UK and rest of Europe, the job needs to fulfil the following KPIs (Key Performance Indicators):

• Driving sales revenue of SAP Services for Infosys and increasing the market share of Infosys by developing winning strategies to engage Client in a consultative manner, positioning solutions, capabilities, and IP of the organization in the area of SAP S/4HANA as well as SAP Cloud & Infrastructure, and other offerings within the SAP Suite of “Intelligent Enterprise solutions” (e.g. SuccessFactors, Ariba, IBP, EWM, SAP TM and CX suite)
• Managing a profitable pipeline and/or backlog of sales, through deal origination, deal nurturing and solution design and closure together with account owners
• Collecting ground level intelligence on client drivers and competitor moves, form “Pursuit Teams” across Business Units (as applicable) and drive consensus on pricing (including revenue transfer if applicable between multiple Service / Business Units involved in the solution selling)
• Recommending and defending win-price at the appropriate levels and procure all approvals
• Creating a “fit-for-customer” solution design, experience and architecture
• Positioning client-facing team, explain client context, coach pursuit team and drive among BUs
• Clarifying client expectations and ratify the solution with client
• Handling customer complaints about project executions across the Service and Delivery Units involved in Service execution
• Handling negotiations on MSAs and SOWs (which the Commercial Manager leads), Facilitating the discussion for the commercial manager and be the point-of-escalation if needed
• Anchoring meetings and closing any opportunities generated for SAP Services and partnering / ensuring active participation from partners concerned (as applicable – based on the gamut of SAP Service portfolio of the organization)
• Maintain strong relationship with SAP and partners in the ecosystem at strategic and operational level
• Be a spokesperson for the Organization and demonstrating that the Organization is the best Systems Integrator for implementing SAP based solutions in any client context

Required Professional Skills

• Extensive experience in IT services business development / sales in the Consumer Retail and Logistics domain
• Strong experience in selling SAP Services and Solutions to UK and European Consumer Retail and Logistics clients
• Strong knowledge of technology, methodologies and tools or in-depth and expert knowledge in at least a few ERP based technologies and tools in order to recommend frameworks like Transition, Portfolio Analysis, S/4HANA related Business Transformation, S/4HANA Conversions, SAP Upgrades, AMS etc. that can be used for solution creation
• Strong knowledge of Contracting / Legal / MSA (Master Services Agreement) processes and financial concepts in order to ensure adherence to standards and to make recommendations on the optimal way to structure / price deal and take to a closure
• Understanding of a large IT service consulting organization and support structure to drive relevant approvals and compliance procedures related to pricing as well as legal aspects of a deal
• Proven strength in relationship-building at senior executive / CxO level
• Good inter-personal skills including ability to work successfully with virtual, geographically -dispersed and multi-cultural teams
• Display good ability to relate, compare, secure relevant information and identify key issues and an ability to commit to an action after developing alternative courses of action that take into consideration resources, constraints, and organizational values
• Display an in-depth knowledge of value articulation principles including client ROI and appropriate storyboarding techniques to be able to present the Infosys solution effectively to the relevant stakeholders
• Skills / Experience with (or in) SAP specific Engagement / Delivery roles in a large / Tier-1 IT Services organization will be an added advantage