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%
• Sell to Customer Business Needs
• 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 Ability To:

• Plan Sales Budgets

• Meet Sales Goals

• Motivate Sales Teams

• Negotiate

• Build Relationships

• Understand Industry Trends

Qualifications:

• 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
• Financial well-being programs such as 401(k) and Employee Share Ownership Plan
• Paid time off and paid holidays 
• Paid parental leave
• Family building benefits like adoption assistance, surrogacy, and cryopreservation
• Social well-being benefits like subsidized back-up child/elder care and tutoring
• Mentoring, coaching and learning programs
• Employee Resource Groups 
• Disaster Relief

About Capgemini

Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, cloud and data, combined with its deep industry expertise and partner ecosystem. The Group reported 2023 global revenues of €22.5 billion.

Get The Future You Want | www.capgemini.com

Disclaimer

Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever it is necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodation that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodation does not pose an undue hardship. 

Capgemini is committed to providing reasonable accommodation during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.

Click the following link for more information on your rights as an Applicant http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

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Applicants for employment in the US must have valid work authorization that does not and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.