Website:
Job details:
Job Title: SAP Business Development, Sales & Account Management | SAP Practice Lead (US Market)
Location: Thane
Shift Time: US Time Zone
Employment Type: Full-time
Overview
The SAP Practice Lead will drive SAP business growth and revenue expansion across the US market by leading sales execution, managing key client accounts, and strengthening our SAP practice capabilities. This role combines business development, account management, and leadership of SAP Business Development Practice to ensure consistent pursuit, qualification, and closure of SAP opportunities.
Key Responsibilities
1) Business Development & Sales Leadership
- Own the SAP sales pipeline strategy and execute end-to-end sales activities.
- Prospect, qualify, and pursue new SAP opportunities (mid-market and enterprise).
- Lead discovery, value articulation, solution scoping, and proposal development coordination.
- Build and maintain relationships with CXOs, IT leaders, procurement, and enterprise architects.
- Conduct sales presentations and manage commercial negotiations through close.
- Partner with delivery teams and pre-sales to develop accurate scope, estimates, and solution roadmaps.
2) Account Management & Revenue Growth
- Manage existing SAP client accounts, identify expansion opportunities, and renewals.
- Develop account plans, track health metrics, and coordinate internal resources to meet client outcomes.
- Maintain high-touch client engagement and ensure customer satisfaction.
- Drive upsell/cross-sell motions across SAP services (implementation, AMS, migrations, integrations, S/4HANA, etc
3) SAP Practice Leadership (US Market)
- Lead the US SAP practice vision, capability roadmap, and go-to-market approach.
- Define and promote SAP-focused offerings aligned with market demand.
- Coordinate marketing collateral, case studies, solution briefs, and thought leadership.
- Provide guidance to internal teams on SAP solution positioning and best practices.
- Identify skill gaps and work with leadership to improve training, enablement, and delivery readiness.
4) Cross-Functional Collaboration
- Collaborate with consulting, engineering, and delivery leadership to ensure technical credibility in proposals.
- Partner with marketing for lead generation, events, and demand capture.
- Ensure accurate CRM hygiene and forecasting (pipeline coverage, stage quality, win probability).
5) Compliance & Reporting
- Ensure adherence to sales governance processes and contract standards.
- Provide regular updates on pipeline, forecast, and client engagement activities.
Qualifications (Must-Have)
- 8+ years of experience in SAP-related sales and/or business development and account management.
- Demonstrated success in SAP deals in the US market
- Strong understanding of SAP ecosystems and common transformation programs.
- Proven ability to lead complex sales cycles and influence stakeholders.
- Strong consultative selling skills with executive-level communication.
- Experience partnering with delivery/pre-sales to create proposals and win plans.
- Ability to travel as needed (if applicable).
Qualifications (Preferred)
- Experience selling one or more of the following:
- S/4HANA transformation
- SAP ECC to S/4 conversions
- SAP implementation / rollouts
- SAP Data Migration
- AMS / managed services
- SAP integration (PI/PO, CPI, APIs) and data migration
- SAP upgrades, enhancements, and program modernization
- Experience working with system integrators, or technology partners.
- Familiarity with SAP partner ecosystem
- Relevant certifications:
- SAP certification(s) not mandatory
- Supply Chain/Finance modules knowledge (e.g., S/4HANA Finance, SD, MM, PP).
Skills & Competencies
- Executive communication and negotiation
- Pipeline strategy, forecast management, and CRM discipline
- Solution selling and value-based selling
- Account planning and stakeholder mapping
- Strategic thinking with strong ownership
- Team leadership and ability to influence cross-functionally
- US market acumen and customer engagement experience
Sales Targets / KPIs
- Annual revenue target for SAP services
- New logo acquisition (number/percentage)
- Expansion revenue from existing accounts
- Win rate and sales cycle improvement metrics
- Pipeline coverage
- Renewal retention and client satisfaction metrics
What Success Looks Like in the First 90–180 Days
- Establish current-state SAP pipeline and build a credible US market pursuit plan
- Identify priority accounts and new target segments
- Meet with internal delivery/pre-sales teams to align offering and proposal process
- Submit defined win strategies for top opportunities
- Demonstrate pipeline growth and forecast accuracy
Click on Apply to know more.