ERP Presales Lead
Job Description
JOB DESCRIPTION / ROLE PROFILE
Business Unit: DELIVERY
Job Title: ERP Presales Lead
Reporting to: Head of SAP Consulting
Supervises: Managers, Team Leads and Practice Leads
Travel: Expected
Location: Cyberjaya, Selangor, Malaysia
Purpose Statement:
A SME with expertise in core areas of SAP ERP and exposure to ERP implementation in across several industries.
1. Support sales on SAP ERP opportunities with demos, proposals , RFP and required customer communications.
2. Perform solutioning and development of saleable IP/Solutions (Packaged Services, Accelerators/Offerings) to solve business problems and ensure generations of repeatable revenue
3. Support delivery via hands on delivery advice plus staff enablement
4. Provide advice and guidance in areas of expertise to customers, leading to a trusted advisor role.
Key Responsibilities
Leadership
Purpose Statement:
A SME with expertise in core areas of SAP ERP and exposure to ERP implementation in across several industries.
1. Support sales on SAP ERP opportunities with demos, proposals , RFP and required customer communications.
2. Perform solutioning and development of saleable IP/Solutions (Packaged Services, Accelerators/Offerings) to solve business problems and ensure generations of repeatable revenue
3. Support delivery via hands on delivery advice plus staff enablement
4. Provide advice and guidance in areas of expertise to customers, leading to a trusted advisor role.
Key Responsibilities
Leadership
- Own the Presale process in ensuring the overall solution is comprehensive from all aspects, ie technical, project timelines, resource estimations, costs optimization, contingencies and minimized risks.
- Provide coaching, mentoring and training to colleagues and peers
- Promote a professional environment of timely and open communication
- Encourage an innovative work environment
- Provide coaching to sales and delivery teams around product and services to ensure teams are enabled to sell and deliver profitable innovations/solutions
- Work collaboratively within NDBS Group to leverage capabilities/solutions
- Maximise profile of NDBS through SAP and other partners in the ecosystem to create market offerings and sales opportunities
- Develop and execute relationships with 3rd parties to mutually rewarding outcomes
- Contribute to the achievement of TCC, revenue and profitability targets (to be calculated based upon the overall defined target per solution)
- Support for sales to achieve TCC target
- Accountable for project estimates for major projects in conjunction with the Sales, Delivery and Managed Services stakeholders
- Working with the sales and client partners to ensure visibility of solutions
- Help the overall profitability of the business by advising on market and customer trends
- Create long term partnerships which produce ongoing business with targeted customers and partners
- Provide insight, advice and guidance to key client accounts within the account management framework.
- Foster initiative and innovation to identify potential opportunities within accounts and the market.
- Take responsibility for developing and supporting sales strategic go-to-market innovations and IP and assuring key outcomes to customers, communications, engagement and compliance
- Ownership of quality of projects (from proposal to AMS).
- Identify saleable IP/Solutions (Packaged Services, Accelerators), to solve business problems, that are supported by an appropriate business case and business plan (including value proposition, investment requirements, revenue potential, skill requirements)
- Identify, define and communicate, internally and to clients/prospects; services and innovations that clearly provide value to customers and that can be leveraged across multiple customers/prospects
- Through long term relationships with customers and prospects identify business improvement opportunities that will provide long term revenue streams for NDBS
- Achieve customer satisfaction through professional business relationships and valued services
- Execute end to end Project Management for assigned projects, from discovery to explore, realize, deploy and run phases including support, warranty and handover
- Strongly capable to perform scope, risk and issue, quality and control management
- Track deadlines, deliverables, resources, and timelines throughout the project lifecycle
- Monitor progress of assigned engagements to ensure that milestones and performance indicators are met
- Plan and coordinate resource, and establish roles and responsibilities for project organization
- Ensure the project implementation is in accordance with the contract requirements and the quality requirements of the project methodology
- Holds owners accountable for their commitments and conduct regular project team meetings to provide status updates, highlight project risks, and identify and resolve issues
- Able to adapt plans based on evolving needs, conditions or issues that may arise and ensure on-time, high-quality delivery in accordance with the stated project goals
- Ensure Quality Review is performed at different phases of the project as a project checkpoint and quality gate
- Ensure all CRs or changes to scope are updated and reflected in the project documentation
- Establish communication plan and documentation to project team and stakeholders, and provide regular project updates and reports
- Ensure minutes of meeting are provided for any critical meetings, and ensure the minutes are distributed and acknowledged by the customer
- Embody, promote and live the Business Solutions Promise
- Work with the Senior Management Team to implement the business strategy and drive profitable growth
- Work with Sales & Marketing, Delivery and Managed Services to maximise opportunities for the business.
- Promote and implement a culture of excellence and provide opportunities for personal and professional/career development and advancement of the Innovation Lead function
- Promote a culture of innovation and development of new service offerings.
- Proactively participate and contribute to organisational development through conducting knowledge transfer development sessions and mentoring
- Provide mentoring and guidance to Practice Leads to help grow the business as required
- 15+ years collective sales / consulting experience but with a minimum of 5++ years of experience in solution architecture or co-selling area of expertise is essential
- Experience competing against Tier-1 IT service organisations in complex selling situations
- Experience working the full cycle of complex sales and presenting to multiple levels within clients
- Experience working in a fast paced, team-orientate, collaborative environment
- Exceptional communication, people management and leadership skills
- Demonstrated experience working on customer sites managing and delivering quality outcomes
- Demonstrated ability to establish and maintain effective relationships
- Relevant tertiary education highly desirable
- IT knowledge / background
- Relevant functional, financial and people management experience
JOB TYPE
Industry
Function
Roles
One of the leading international full-service provider for SAP is now offering comprehensive outsourcing services in Asia. With the opening of a new site in Cyberjaya, Kuala Lumpur, NDBS MSC operates data centres worldwide, based in Germany, Poland, Switzerland, the USA and now in Malaysia. In cooperation with NTT Communications (NTT Com) NTT Data Business Solutions uses one of NTT Com´s highly available data centres and can therefore immediately offer its complete range of SAP Outsourcing throughout Asia.
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