Associate Practice Engagement Manager - SAP

SAP Practice Sales & Associate Practice Engagement Manager
Location: Europe

Job Responsibilities:
Solution Sales / Consulting Sales
• Collect ground level intelligence on client drivers and competitor moves
• Form pursuit team across Business Units in Infosys and drive consensus on pricing (including revenue transfer)
• Lead and own end-to-end solution development - architect and orchestrate solution development by working with Business Units / solution leads / delivery and offer the best value proposition from Infosys - S/4HANA Transformation Programs, Migrations, AMS, Upgrades, and everything else from SAP, including Cloud related offerings
• Recommend and defend win-price at the appropriate levels and procure all approvals
• Position client-facing team, explain client context, coach pursuit team
• Clarify client expectations and ratify the solution with client
• Bring to closure the complete proposal / pursuit process in collaboration with the BDM / Account Manager
• Demonstrate a strong knowledge of technology, methodologies and tools or in-depth and expert knowledge of S/4HANA, tools, value accelerators and recommend frameworks and differentiators like Portfolio Analysis etc. that can be used for superior solution creation that allows for differentiation from competition.
• Set-up and facilitate proposal-coaching sessions between client and pursuit team's experts
• Drive client consensus, neutralize opponents, articulate business value and drive pricing Account Planning & Review
• Develop Account Plans for SAP Services in conjunction with the other stakeholders and Account Manager
• Communicate and execute as per the A/c plan
• Conduct periodic review of the plan with higher Management in Infosys
• Review the account plan to ensure planned growth for the IBU (revenue, margin, utilization) and in the account as per plan Account Mining
• Identify the right contacts secure meetings, set appropriate agenda
• Anchor meetings and close any opportunities generated.
• Partner and ensure active participation from partners of the SAP Ecosystem
• Provide account context, allocate roles and responsibilities for ongoing client interactions
• Review meeting material