Position Details: Go-To-Market Lead Sap Solution Sales

Job Description:   

We are looking for a dynamic North America Go-to-Market Lead to drive our sales initiatives for SAP S/4HANA implementation services. This role will drive business development with focus on Chief Information Officers (CIOs), Chief Financial Officers (CFOs) and their teams. 

This lead position is a key growth and transformation role within TCS’ Market Unit responsible for driving and executing Go To Market strategies to acquire target clients and or cross sell in existing clients across various industries. This is a proactive demand generation and selling role aimed at generating TCV and revenue for TCS.

The ideal candidate will have extensive experience in enterprise software sales, particularly in SAP services, and a proven ability to lead business development initiatives leveraging ecosystem partners such as strategy consulting, Big4s and SAP.

Key Responsibilities

•Strategic Development: Formulate and implement go-to-market strategies for SAP S/4HANA implementation services, ensuring alignment with overall business goals. Should be able to leverage multiple channels of demand generation including regional sales teams, account executives of existing accounts, marketing, alliances, advisors, Big4, strategy consulting firms and SAP

•Sales Leadership: Oversee the entire business development process, from lead generation to opportunity creation and helping with contract negotiation. Achieve TCV growth targets, originate deals, acquire new logos and / or cross sell to existing clients through proactive-demand generation, consultative selling and thought leadership throughout their buying journey. Develop account plans, leveraging all assets available (SAP alliances team, regional sales, client partners, marketing events, ecosystem partners) that represent pipeline growth and business opportunities.

•X Factor: Build strong relationships with SAP alliances team to understand current install base and identify triggers for TCS entry. 

•Client Relationship Management: Establish and maintain strong relationships with CIOs and CFOs, articulating the value of SAP S/4HANA implementation services tailored to their organizational challenges.

•Market Insights: Conduct in-depth market analysis to identify trends, opportunities, and competitive positioning, adjusting strategies as necessary to capitalize on market shifts.

•Collaboration: Work closely with cross-functional teams including marketing, consulting, and technical support to ensure cohesive service delivery and client satisfaction. Collaborate with Big 4 firms as ecosystem partners to enhance service offerings and drive joint sales initiatives.

•Performance Metrics: Monitor sales performance against targets and provide regular updates to senior management on pipeline status.

Qualifications: 

•Experience: At least 10 years of experience in a sales role focused on enterprise software or IT services, with a minimum of 5 years specifically in selling SAP S/4HANA solutioning and implementation services. proven experience in shaping and solutioning a mix of SAP deals (S/4H, Cloud migration, AMS, Testing & LOB solutions - Ariba, IBP, SF and BTP). Experience of working in or collaborating with Big 4 firms as ecosystem partners is a big plus. 

•Bonus: Understanding of the SAP business in the Manufacturing, Consumer industries, Hi-Tech, Oil & Gas industry and the nuances of the sector

•C-Level Engagement: Proven experience engaging with C-level executives, particularly CIOs and CFOs, demonstrating an ability to navigate complex decision-making processes.

•Sales Expertise: Strong understanding of the sales cycle for professional services, including prior hunting experience with quota/sales targets and managing large enterprise accounts.

•Communication Skills: Excellent verbal and written communication skills, capable of presenting complex information clearly and persuasively. Solid storyboarding & story telling persona. Strong business acumen with the ability to demonstrate how our services will generate significant value and return on investment.

Preferred Qualifications

•Education: Bachelor’s degree in Business Administration, Information Technology, or a related field; an MBA is a huge plus.

•Certifications: SAP S/4HANA certification or similar credentials would be considered a significant asset.

•Success Record: Demonstrated history of exceeding sales targets and driving significant revenue growth in previous roles.

•Travel Flexibility: Willingness to travel up to 50% for client meetings, industry conferences, and networking events.

#LI-AD1