OVERVIEW
A fundamental part of our growth strategy is to accelerate the development and expansion of our SAP Enterprise Intelligence business. As we continue to grow we need to invest and further extend our capabilities and services to both attract new customers in both the upper mid-market and lower enterprise space and to better serve our existing customers’ demands and requirements.
As such we now wish to appoint a senior role to be responsible for the future business development of this important line of business. In summary this key appointment will be responsible for management and co-ordination of the three key business development functions
- Pre-Sales support and service design - Working closely with the sales functions and SAP Enterprise Intelligence business, responsible for the management, co-ordination and oversight for the preparation and delivery of Enterprise Intelligence sales support including RFP responses, proposal preparation, solution design, service estimates, commercial governance, system demonstrations, client engagement and client presentations throughout the sales lifecycle.
- Refinement ‘Go-to Market’ (GTM) strategy and approach - Consulting and collaborating with both key stakeholders, our sales teams and our SAP Enterprise Intelligence team, will be directly responsible for leading, refining and evolving our SAP Solutions GTM strategy (targeting both upper mid-Market and the lower large Enterprise market spaces)
- Solution Advisory delivery - Lead and, or support our Solution Advisory engagements with Customers to act as a trusted advisor around their SAP solutions, supporting Fit4Future advisory for roadmaps including path to S/4 as well as developing living roadmaps and documenting transformation opportunities. Support our install base customers as a named Solution Advisor supporting regular Customer Business Reviews as required.
Responsibilities and Expectations
1. Consulting with key stakeholders and SAP Business functions, will be directly responsible for leading, defining and agreeing our SAP Business GTM strategy, service portfolio.
2. Working with the marketing and sales teams assist in SAP Enterprise Intelligence capability and propositions by provision of digital content, thought leadership, campaign support, social media engagement, events, webinars and the development of customer advocacy.
3. Contribute to deal competitor analysis and development of win strategies.
4. Working closely with the sales functions and SAP business, responsible for the management, co-ordination and oversight for the preparation and delivery of all SAP Enterprise Intelligence sales support including;
- Preparation of high-quality RFP responses
- Preparation of compelling SAP Enterprise Intelligence proposals
- Engaging with client to define and establish requirements and outcome
- Comprehensive and innovative service design that balances fulfilling client requirements, optimizing cost of ownership and delivering value within the scope of our service portfolio and client budget.
- Preparing commercially viable service estimates that balance and optimize global, local and group resourcing to ensure competitiveness and profitability are optimized.
- Presenting the solution approach and methods to client stakeholder groups
- Preparation and delivery of customer demonstrations using SAP.
- High quality client engagement and client presentations throughout the sales lifecycle.
- Supporting the development of deal specific pricing and commercial strategies and commercial (client) dialogue
- Working with the SAP Enterprise Intelligence delivery directors draft the solution elements of contracts and participate in commercial negotiation.
5. Acting as Bid QA manager to ensure governance on SAP Enterprise Intelligence bid and proposals to include all estimates, costs, and service provisions are validated by SAP Enterprise Intelligence team.
6. Handover to SAP Enterprise Intelligence delivery teams for and support service implementation, service transition and service introduction activities
7. Build and maintain strong working relationships with colleagues within our SAP Enterprise Intelligence teams, delivery and contribute to the development of our Global SAP community.
PERSONAL PROFILE – SKILLS AND COMPETENCIES
Core Skills & Competencies
- Enterprise Resource Planning qualifications
- SAP Presales certifications (not mandatory)
- SAP Cloud Solution certifications
- SAP Cloud Solution architecture and experience across modules
- Multi industry sector knowledge and experience
- Experience and knowledge of SAP Products to include;
- - SAP Public and Private cloud knowledge
- - S/4HANA and ECC Knowledge
- - Understanding of the routes to S/4 for ECC Customers
Soft Skills
- Must have excellent presales soft skills: excellent facilitation, presentation & personal communication skill sets.
- Ability to build strong relationships at all levels within Customer & Prospects
- Ability to operate at a senior level within Fujitsu effectively liaising, influencing, and communicating at both director and exec level across all functions of the business.
- Possess a high level of motivation and ability to work in a dynamic and challenging environment with a high level of self-sufficiency.
- Possess a strong commercial acumen and be capable of a taken a value-based approach to selling leveraging Fujitsu assets, resources, capabilities, and solutions.
- Be able to confidently facilitate workshops and design thinking sessions to drive innovation and value for both customer and prospects.
- Good spoken and written English & Thai language
- Demonstrate a structured and professional approach to written and oral communication and presentation.
