Go-to-Market Lead - SAP Sales - Manufacturing

About the Role

Key Responsibilities

• Formulate and implement go-to-market strategies for SAP S/4HANA implementation services, ensuring alignment with overall business goals and leveraging multiple channels of demand generation including regional sales teams, account executives, marketing, alliances, advisors, Big4, strategy consulting firms, and SAP.
• Oversee the entire business development process, from lead generation to opportunity creation and contract negotiation, achieving TCV growth targets, originating deals, acquiring new clients, and cross-selling to existing clients through proactive demand generation, consultative selling, and thought leadership.
• Develop account plans utilizing all available assets such as SAP alliances team, regional sales, client partners, marketing events, and ecosystem partners to grow pipeline and business opportunities.
• Build strong relationships with SAP alliances team to understand current install base and identify triggers for TCS entry.
• Establish and maintain relationships with CIOs and CFOs, articulating the value of SAP S/4HANA implementation services tailored to their organizational challenges.
• Conduct in-depth market analysis to identify trends, opportunities, and competitive positioning, adjusting strategies as necessary.
• Collaborate with cross-functional teams including marketing, consulting, and technical support to ensure cohesive service delivery and client satisfaction.
• Work with Big 4 firms as ecosystem partners to enhance service offerings and drive joint sales initiatives.
• Monitor sales performance against targets and provide regular updates to senior management on pipeline status.

Requirements

• 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 to the Manufacturing industry.
• Proven experience in shaping and solutioning a mix of SAP deals including S/4H, Cloud migration, AMS, Testing & LOB solutions such as Ariba, IBP, SF, and BTP.
• Experience working with or collaborating with Big 4 firms as ecosystem partners.
• Understanding of the SAP business in the Manufacturing industry and its sector nuances.
• Proven experience engaging with C-level executives, especially CIOs and CFOs, demonstrating ability to navigate complex decision-making processes.
• Strong understanding of the sales cycle for professional services, including prior hunting experience with quota/sales targets and managing large enterprise accounts.
• Excellent verbal and written communication skills, with the ability to present complex information clearly and persuasively.
• Solid storytelling and business acumen skills, demonstrating how services generate value and ROI.

Nice to Have

• Bachelor's degree in Business Administration, Information Technology, or a related field; an MBA is a significant plus.
• SAP S/4HANA certification or similar credentials.
• Demonstrated history of exceeding sales targets and driving revenue growth.
• Willingness to travel up to 50% for client meetings, conferences, and networking events.

Benefits & Perks

• Salary range of $140,000 - $190,000 per year.