Commercial Technical Operations Manager at NTT Ltd.

About the job
As a Commercial Technical Operations Manager, you'll be responsible for managing and developing the technical operations in our cloud environment. You will also support SAP HANA Enterprise Cloud (HEC) deployments across multiple geographies. You'll need to have experience with ITIL and customer service processes as well as working knowledge of SAP products including HANA, BPCS, CRM etc.

Requirements

The Cloud Services Senior Commercial Manager is responsible for managing all the commercial operations of cloud services, including sales, presales, billing, legal and product management. The role has the following areas of responsibility:

• Executive Management: As commercial executive, the Senior Commercial Manager is responsible for setting and executing strategy jointly with the Head of Cloud Operations. This joint responsibility also extends to financial and budget decisions. The Senior Manager is also responsible for division specific sales management including pipeline management and forecasting. Further responsibilities include acting as an escalation point for client escalations, global owner of the SAP HEC contract and representing Cloud Services in group executive engagements.
• Team Management: The Senior Manager is responsible for managing the cloud services presales team and providing leadership and guidance in day to day operations and client engagements.
• Commercial Management: The Senior Manager is responsible for reviewing and approving all cloud services costing to clients as well as negotiating and approving all new cloud services contracts and existing contract changes.
• Sales Management: The Senior Manager is responsible for managing the sales pipeline for cloud services, qualifying all cloud services opportunities and liaising with sales specialists, client managers and sales managers to allocate presales support capabilities to relevant client opportunities.
• Presales Architecture: The Senior Manager acts as an SAP Cloud Solution Architect is the key technical owner of SAP on Cloud sales opportunities and works closely with Applications sales specialists and DD Client Managers to develop and close SAP on cloud opportunities in enterprise clients. He / She is also accountable for technical presales activities and use their management skills to orchestrate architects / technical experts across DD to provide SAP on Cloud solution designs to prospective clients.
• Partner Management: The Senior Manager is responsible for manage cloud services specific partner relationships with SAP, Microsoft, AWS, NTT CID, IntelliDocX, and CommVault and ensure that these partners are appropriately engaged in cloud services opportunities.
• Product Management: The Senior Manager is responsible for the full product life cycle of cloud services products, including CSfS, HEC, SAP on Azure, SAP on AWS and SAP Managed Basis Services. This includes product definition, business case management. product marketing and product presales support.
• Services Alignment: The Senior Manager is responsible for aligning sales and product activities with cloud services operations to ensure smooth handover of closed deals and ongoing commercial operations.

Key roles and responsibilities:

• Executive management
• Team management
• Contract negotiation
• Billing and revenue management
• Financial management (including CTP budget)
• Sales coordination
• Commercial change request management
• Pipeline management and reporting
• Opportunity review and qualification
• CTP programme owner
• Client de-escalation
• Provide thought leadership on SAP cloud related topics
• Support Applications sales specialists to identify, develop and close key SAP on Cloud (Azure/ AWS) sales opportunities
• Architect client solutions for SAP landscapes on Azure using Azure and Dimension Data, Microsoft and AWS Architecture Principles
• Engage with key technical and business stakeholders in prospect / clients to address opportunity related questions and objections
• Present SAP on Cloud solution to potential clients and internal audiences
• Do SAP on Cloud Solution pricing using a combination of Applications quoting tools and cross functional collaboration
• Provide input and technical support on client proposals, RFIs and RFPs
• Be an internal champion for SAP on Cloud
• Collaborate with solution / technical architects in all functional areas to bring right solution expertise to bear on client opportunities
• Collaborate with the SAP on Cloud operations team to ensure all proposed technical solutions are fully supported operationally
• Act as a subject matter expert (SME), representing the client requirements to the SAP Cloud product development team
• Product feature management
• Product commercial modelling
• Product marketing management
• Partner liaison for cloud services

Qualifications:

Required Skills and experience

• 10+ years technology delivery
• 10+ years solution architecture experience
• 10+ commercial management experience
• 5+ years managerial accounting experience
• 5+ years team management experience
• 5+ years SAP Architecture experience
• 5+ years IaaS experience (on any platform)
• Strong technology landscape design skills
• Strong Multi-platform, multi-technology design and delivery capability
• Strong understanding of enterprise application delivery in large corporates
• Experience managing multiple stakeholders to ensure business and / or technical outcomes
• Preferred skills and certification
• SAP basis certification
• Experience with relevant SAP technologies (HANA, NetWeaver, etc)
• Experience with Microsoft Azure
• Experience with Amazon Web Services
• Presales / sales support experience