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Business Manager - Custom Development |
As the world's leading provider of business software, SAP delivers products and services that help accelerate business innovation for our customers. We believe that doing so will unleash growth and create significant new value – for our customers, SAP, and ultimately, entire industries and the economy at large. Today, more than 46,100 customers in more than 120 countries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations.
PURPOSE AND OBJECTIVES
The Business Manager(BM) is responsible for supporting all sales related activities relative to Custom Development opportunities.
Main objective is to work with the Field to, qualify, and properly position CD opportunities and see them through to approval and execution. The BM is responsible for maximizing and growing SAP CD business in the region / business area:
* Carries revenue / Profit targets for e2e project life-cycle (P&L oversight)
* The candidate must possess deep experience and understanding of custom software development, its’ complexities, the key business requirements for execution and a good understanding of scoping at a high level
* The ability to combine such understanding of custom software development with sales stimulation skills – maintaining balance of revenue opportunity and potential down-stream risks
The BM is responsible for creation of the business case required to support each individual opportunity, taking into account the appropriate commercial value and risks associated with each project. They are responsible for obtaining approval for the business case at the proper management level. Direct handling of the negotiating, and securing customer signature on the appropriate Statement of Work.
Responsible for maintaining up-to-date pipeline of all active opportunities with proper status, revenue impact and resource requirements. Participation in regular field planning sessions and budgeting activities.
EXPECTATIONS AND TASKS
* The BM is the first point of contact for sales people & customers in SAP Custom Development in the Americas in AME the Business Manager is the first point of contact for the CD Client Partner and in some cases with the Customer directly
* BM positions in-coming leads for review
* Prospects, Identifies, and brings qualified “Leads” to SAP CD and either executes such work himself or with support of Engagement Manager / Solution Engineer
* BM is responsible for positioning CDPs, ACS’s and Maintenance with customers to meet Revenue and Profit Targets for SAP CD together with the SAP Field Organization (shared targets)
* Coordinates discovery sessions with the customer and the EM / Solution Engineer (including blueprint, focus group…) to outline or highlight the benefit for the customer of SAP Custom Development solutions
* Positions (paid) evaluations as an outcome of the discovery sessions
* Proactively identify new opportunities in running projects including Maintenance on project related CDP's
* Responsible for (alignment with) the GTM strategy in there area and develops account and closing plans
* Maintains accurate pipeline information and is responsible for forecasting the business to the CD Regional Head (with EM if existing in area / region)
* With support of EM / SEng, ensures qualification, and where applicable, evaluation are completed with the support of the GVET
* Is responsible for Contract signature as agreed with SAP Legal, SAP Revenue Recognition & SAP Corporate Controlling
* Ensures execution set-up is completed
* Once project move to GCDE implementation, the BM maintains oversight of the project performance in all / any aspect that may affect P&L on a monthly basis and received proper profitability reports from SAP CD Operations. BM deliver the RCD P&L accountability at project level.
WORK EXPERIENCE
Minimum of 8 years of professional experience with at least 3 years of hands on experience with SAP products and/or solutions. Prior experience in SAP consulting services sales and/or Program Management of SAP projects is preferred.
TRAVEL
Up tp 50% travel may be required.
EDUCATION AND QUALIFICATIONS/SKILLS AND COMPETENCIES
Bachelor Degree required
Additional Skills / Competencies:
* Focuses on customer satisfaction and delivery management
* Excellent experience in bid management of development projects
* Analytical, problem-solving, decision-making skills
* Strong customer orientation and business development skill
* Leadership skills
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Title:
Business Manager - Custom Development
Company:
SAP
Location:
Downers Grove, IL 60515
Status:
Full Time, Employee
Job Category:
IT/Software Development
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