Evaluate new SAP solution offerings on an ongoing basis and recommend as appropriate to create additional levels of value in new/ major opportunities.

Qualify opportunities to ensure high levels of success, and optimal cost of sale.

Drive and manage bids to assess and alleviate risk, set profitable pricing and favourable commercial terms.

Ensure that all activities in the selling cycle are relevant, professional and contribute to the success of the sale.

Manage significant Opportunities in formal and pro-active manner

Ensure effective use of collateral and document quality, timescales.

Negotiate deals to maintain profitability and ensure implementation is achievable.

Actively manage business opportunity pipeline

Identify and target customers to stimulate interest and awareness

Proactively sell current/ future Consulting capability in order to maximise the Pipeline and utilisation where appropriate.

Develop trusted advisor status with new and existing customers with services/ consulting sales opportunities, ensure strong, long-lasting relationships with senior and executive decision makers and customer PMs to achieve strategic references.

Establish realistic expectations with senior management in new and existing customers, based on a clear understanding of their business drivers, value expectations, business case and ROI assumptions.

Required Qualifications and/or Skills/Experience: Experience and success of selling services to the relevant market sectors described above. Success in developing and closing “project style” sale. Knowledge of SAP software and services.

Purpose of Role: My client is seeking a Principal level Business Consultant to work with it’s UK and in some instances European customers to advise, develop and deliver Business Transformation Services demand through consultative selling. You will be a catalyst for successful SAP license and services sales, develop customer specific Business Transformation Services proposals, ensure customer value delivery and realization by leading Business Transformation Services engagements. You will maintain the overview and direct specialists in Business Transformation Services delivery, provide thought leadership on the use of SAP solutions and Business Transformation Services services to drive business value.

Specific responsibilities include:

Engage as trusted advisor on SAP and Business Transformation Services to business and IT executives

Deliver SAP Business Transformation Services as individual or as team lead

Be an expert at one or more SAP solutions and SAP Business Transformation Services e.g. IT Strategy & Roadmaps, Business Process Management (BPM), Enterprise Architecture (EA), Organisational Change Management (OCM), Value Analysis, TCO Analysis, Business Case or Value Realization

Contribute to service development, promotion of Business Transformation Services and active participation in knowledge communities
Participate in knowledge sharing communities and the mentoring of colleagues

Demonstrate thought leadership by writing white papers and making presentations

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Bachelors degree, (preferably in business/economics, finance, IT or engineering), Masters degree or MBA
Extensive knowledge on enabling business processes with IT (preferably in e.g. Consumer
Products, Professional Services, Pharma, Utilities, Financial Services etc.) Knowledge of SAP portfolio of solutions and how it is used to create business value Understanding of IT trends and their impact on business strategies
Recent involvement and successes in all stages of the consulting business cycle including service development, promotion, proposals, sales and delivery.
Excellent communication and executive presentation skills

Strong problem solving abilities and creative thinking

Results driven: starts, drives and accomplishes tasks with little direction

Builds strong relationships at every level of the organization (especially at the executive level) and is a strong motivator with the ability to influence others
Excellent verbal and written English language

High degree of mobility

Advanced certification e.g. PMP, PgMP, CMC, ITIL, TOGAF etc. is desirable

WORK EXPERIENCE

9+ years experience in relevant roles (ideally 15+ years total work experience) Experience in delivering business transformation services and a track record of successful business development

Demonstrated business acumen and management consulting experience

Exposure to the delivery of SAP solution implementations as well as an understanding of SAP’s solutions and implementation approach

Proven ability to interact with and maintain productive work relations with customer CxO’s

Strong awareness of global cultural differences; previous work experience in a multi-national /multi-cultural environment preferred

Purpose of Role:

To lead the Bid Response Development process within the SAP consulting business. To work closely with the Consulting Sales Account Managers to understand the proposed Sales Strategy and to develop a response that meets the Customer Requirements.

Position Summary:

The Bid Office Team is responsible for managing the completion of the large and strategic bids (which vary in size from £2m to £10m) within Consulting Services. The role works alongside the Consulting Sales team to manage the development of the response in a timely manner, to organise the Bid Team and create the plan for responding, review the responses produced by other Bid Team members and edit as appropriate, ensure the consistency and quality of the response and manage the bid through the approval process.

Specific responsibilities include:

• To understand the bid/sales strategy to be applied as defined by the Sales team.
• To establish an approved presales budget and bid plan consistent with the sales strategy and objectives
• To create a plan for producing the bid documents in time for review/approval ahead of the customer deadline
• To obtain resources for the bid, and lead it in accordance with the plan and budget.
• To manage the production of high quality bid deliverables tailored to the sales strategy and objectives
• To identify, engage and communicate actively with stakeholders and to ensure they have an opportunity to contribute to the bid as appropriate
• To ensure that the bid is reviewed and approved properly (with timely notice given to reviewers and approvers)
• To support the business with the sales process/information.
• To support the licence bid team, with providing implementation assistance for software licence opportunities.
• When there are no large or strategic bids to assist on smaller opportunities or to continue to build collateral for the Bid Office.

Required Qualifications and/or Skills/Experience:

• Experienced Bid Manager, 4-5 years+ Bid management experience leading complex consulting services bids. Ideally experience of completing bids for the implementation of SAP software.
• Strong project/bid management skills, able to plan the activities to complete the bid, identify resources/allocate tasks and actively manage completion of activities.
• Able to coordinate a team with different backgrounds and to define common priorities and objectives
• Able to work under pressure to meet the most aggressive timelines for delivering high quality proposals
• Actively influences events to achieve goals: self starting rather than acting passively.
• Shows concerns for all aspects of the job, no matter how small. Checking processes and tasks accurately. Good attention to detail for reviewing/editing documents.
• Excellent written communication skills.
• Able to take technical documentation and edit in proposal/client ready format.
• Able to produce key sections of proposal documents.
• Able to produce bid collateral information which can be used in future bids.
• Excellent communication skills. Able to communicate with all stakeholders and levels of management within the approval process.
• Able to handover successful bids to the Delivery Team.