Role - Client Partner - SAP Practice Sales/Senior SAP Solution Expert
Technology - Sales and Business Development (Hunting & Farming) / SAP Practice Sales
Location - Germany, France, UK
Compensation - Competitive (including bonus)
What will you do? As a SAP Practice Engagement Manage focusing on SAP Sales and Services for Manufacturing clients in Germany 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, by 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, CRM and SRM)
- Managing a profitable pipeline and/or backlog of sales, through deal origination, deal nurturing and solution design and closure by:
- 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)
- 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
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- Extensive experience in IT services business development / sales in the manufacturing domain
- Strong experience in selling SAP Services and Solutions to Swiss and European Manufacturing 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
Infosys is a global leader in next-generation digital services and consulting. We enable clients in 50 countries to navigate their digital transformation.
With nearly four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.
To learn more about Infosys and see our ideas in action please visit us at www.Infosys.com
All aspects of employment at Infosys are based on merit, competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. Infosys is proud to be an equal opportunity employer.