Delivery Architect Director-SAP GTM Lead

About the Job you are considering:

SAP Go-To-Market (GTM) Lead

 This SAP GTM Lead is responsible for the profitable growth of the NA SAP Projects and Annuity business across all Market Units.  The performance results will be measured in terms of the annual bookings for the total SAP portfolio as well as for the individual Project and Annuity components of the NA SAP business.  In particular, the SAP GTM Leader is accountable for:

Setting the deal shaping, value articulation, and full-portfolio sales strategy to win SAP centric deals in the context of solving broader business problem and solutions

Working with the Market Unit Sales Leadership and the SAP Practice Leadership to set clear priorities for allocation of resources and investments to maximize the pipeline yield and achieve Booking targets

Working with SAP CoE to identify campaigns and wedge offers required to proactively build the right SAP pipeline.     Accelerating the growth of strategic offers including S/4 Hana and Cloud.

Synthesizing a Power of One solution and value for multi-practice deals which involve a core SAP solution combined with multiple towers (Infrastructure, Applications, BPO) and/or multiple geographies (North America, Europe, APAPC, LATAM)

Your Role:

Determines annual SAP Bookings and Sold Contribution Margin plans by working with the SAP Practice Leader, the Application Services GTM Leader and the Market Units

Establishes sales objectives by forecasting and prioritizing annual Bookings targets for Market Units; projecting expected Bookings targets and Sold CM for existing and new offers

Works with the SAP CoE to identify how market demand aligns to current offers and identifies specific industry solutions required to further differentiate and capture increased market share

Maintains Bookings volume, portfolio mix, and price to win trends by keeping current with supply and demand, changing trends, economic indicators, and competitors

Maintains national SAP sales operational requirements by clearly articulating to the SAP CoE the Market Unit priorities and schedule for bids and orals

Maintains the SAP competence within the Application Services GTM team by counseling employees, planning, monitoring, and appraising SAP skills

Maintains professional and technical SAP knowledge by attending key workshops; growing personal networks; and participating in professional societies

Contributes to team effort by accomplishing related results as needed

Your skills and experience:

• Strong leadership, relationship management, teamwork, and interpersonal skills

• Experience extending SAP solutions with custom development and/or cloud technologies

• Experience leading sales proposal development and conducting client orals presentations

• Experience with global, multi-national projects

• Ability to meet travel requirements, up to 80%

Proven ability to:

• Plan Sales Budgets

• Meet Sales Goals

• Motivate Sales Teams

• Sell to Customer Business Needs

• Negotiate

• Build Relationships

• Understand Industry Trends

Qualifications:

• Bachelor's Degree required in business management or a related field; MBA preferred.

• Minimum of 15 years of professional experience in management consulting or business transformation.

• Total Professional Experience: 15+

• Proven track record of delivering IT solutions and growing revenue within a major account

• Experience operating at CXO level, and ability to demonstrate excellent client relationships

• Excellent client engagement – able to empathize with and respond to the needs of stakeholders

Life at Capgemini

Capgemini supports all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:

• Flexible work 
• Healthcare including dental, vision, mental health, and well-being programs