SAP Sales Leader – Business Head, SAP Practice

This is a fully remote position, open to applicants in India.

📋 Description

• Take charge of the overall revenue, bookings, pipeline, and profit and loss for the SAP practice.

• Formulate and implement the SAP business growth strategy to meet annual and quarterly revenue goals.

• Generate revenue through direct sales, partner-led initiatives, co-selling, and strategic collaborations.

• Discover new revenue sources and broaden the SAP services portfolio across targeted markets and industries.

• Cultivate and oversee strategic partnerships with SAP India, SAP partner/alliance teams, RISE with SAP go-to-market teams, and regional account organizations.

• Create joint go-to-market strategies, co-selling opportunities, and partner-driven business initiatives.

• Represent the organization at SAP ecosystem events, partner councils, industry forums, and collaborative go-to-market activities.

• Enhance the organization's standing within the SAP partner ecosystem.

• Identify, qualify, pursue, and secure new enterprise opportunities.

• Establish relationships with CXOs, CIOs, CTOs, CFOs, and other senior decision-makers.

• Develop strategic accounts in Manufacturing, Pharma, BFSI, and GCCs.

• Direct complex enterprise sales processes involving multiple stakeholders, solution teams, procurement, and executive sponsors.

• Formulate account strategies and pinpoint opportunities for cross-selling and upselling SAP services.

• Build a robust and reliable SAP sales pipeline from the ground up.

• Manage pipeline coverage, opportunity qualification, sales forecasting, and conversion rates.

• Ensure accurate forecasting across direct, partner-sourced, and co-sell opportunities.

• Establish structured sales processes, governance mechanisms, and performance metrics for the SAP business.

• Collaborate with SAP Practice Heads, solution architects, pre-sales, and delivery teams to create persuasive proposals.

• Shape commercial models, fixed-price offerings, implementation proposals, and managed services engagements.

• Ensure that proposed solutions align with customer business objectives and SAP transformation roadmaps.

• Lead commercial negotiations and drive opportunities to contract closure.

• Build and mentor a high-performing SAP sales and pre-sales team as the practice expands.

• Develop junior sales and pre-sales talent and implement strong sales enablement processes.

• Foster a culture focused on accountability, customer value, pipeline generation, and revenue growth.

• Collaborate closely with delivery leadership to ensure a successful transition from sales to execution.

• Achieve growth in SAP practice revenue, P&L performance, new-logo acquisition, pipeline development, deal closures, and engagement within the SAP ecosystem.

⛳️ Requirements

• 12+ years of experience, with 12–18+ years in enterprise IT or technology consulting sales.

• At least 6–8 years of dedicated experience in selling SAP services.

• Experience in selling SAP implementations, RISE with SAP, S/4HANA migrations, and AMS.

• Current or recent background with a Tier-1/Tier-2 IT services organization, SAP, or a comparable enterprise technology services company.

• Proven history of independently closing large enterprise SAP deals.

• Strong relationships with SAP India partner/alliance teams and stakeholders in the ecosystem.

• Demonstrated experience in CXO-level engagement and managing complex, multi-stakeholder enterprise sales cycles.

• Strong hunter profile with the ability to build pipeline and acquire new logos from a near-zero base.

• Deep understanding of SAP transformation programs and enterprise purchasing processes.

• Experience in SAP ecosystem alliance management.

• Strong history of selling SAP services to enterprise clients.

• Experience in selling RISE with SAP and S/4HANA Cloud solutions.

• Existing relationships within enterprise sectors such as Manufacturing, Pharma, BFSI, or GCC segments.

• Experience in selling SAP transformation, cloud migration, implementation, integration, or managed services.

• Experience in developing joint go-to-market motions and co-selling with SAP.

• Experience selling into Global Capability Centers (GCCs).

• Strong understanding of SAP cloud transformation and modernization trends.

• A bachelor's degree in Business Administration, Engineering, Technology, or a related field is preferred, but not mandatory.

• An MBA or equivalent business qualification is preferred.

• Proven success in owning large revenue targets and establishing new SAP business lines.

• Strong entrepreneurial spirit and ownership mindset.

• Exceptional negotiation and commercial leadership abilities.

• Excellent communication and presentation skills at the CXO level.

• Strong strategic thinking combined with practical execution skills.

• Ability to cultivate trusted relationships with SAP, customers, partners, and internal stakeholders.

• Strong leadership and team-building skills.

• High energy, persistence, and a results-driven approach.

• Comfortable working in a high-growth environment with significant individual accountability.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and career advancement.

• Comprehensive health and wellness benefits.

• Flexible working arrangements to promote work-life balance.

• A dynamic and inclusive workplace culture.