SAP Business Development Senior Manager at Ernst & Young Global Limited (EY)

As a Senior Manager, you work with client teams and EY teams to arrive at an enterprise solution that is scalable, adaptable and in synchronization with ever changing business needs. The role will also be required to participate in client and EY internal engagements, provide leadership, oversight and mentorship for junior team members, and support building out the reporting & analytics practice. You will also influence projects, vendors and/or SIs to ensure they are aligned with our approved methods and delivery standards. As a Senior Manager, you'll assist in developing applicable methodologies, tools, approaches, points of view, thought leadership and accelerators to differentiate EY in the ERP consulting market. Our senior managers are thought leaders with demonstrated experience within their chosen SAP Module. Senior Managers lead our functional SAP teams from a program delivery perspective but are also required to grow the SAP business locally and globally. As a senior manager you will be required to oversee and counsel a team in support of their personal and corporate vision within EY.

Project Management: Participate in large scale SAP client engagements. Consistently deliver quality client services, driving high-quality work products within the expected timeframes and on budget as the engagement partner. Monitor progress, manage risk and ensure key stakeholders are kept informed about progress and expected outcomes. Manage expectations of client service delivery. Stay abreast of current business and industry trends relevant to the client's business. Should be a self-starter with excellent verbal and written communication skills. Should be comfortable interfacing with a client daily. This role requires daily interaction with the client at many levels.

Business Development: Generate new business opportunities. Understand EY and its service lines and actively assess/present ways to serve clients. Develop and maintain long-term client relationships and networks. Develop relationships with team members across all EY practices to serve client needs. Support the Consulting practice by providing business development assistance, and as needed, managing project teams through agreed upon phases of the project governance, requirements definition, vendor selection, risk analysis, customization, testing and training.

Practice Management: Demonstrate deep technical capabilities and professional knowledge. Demonstrate ability to quickly assimilate to new knowledge. Possess in-depth business acumen. Remain current on new developments in Consulting capabilities and industry knowledge. Assist in developing applicable methodologies, tools, approaches, points of view, thought leadership and accelerators to differentiate EY in the consulting market. These are shared with all EY market facing organizations to provide consistency and common platforms with which to go to market.

• Provide subject matter expertise, design expertise and engagement management for SAP data and analytics solutions.
• Deep knowledge of the overall SAP roadmap and experience with assisting clients to understand the myriad of options available to them. This should include preparing the business case to define an appropriate roadmap for their business and ultimately helping them in executing that roadmap.
• Work effectively as a team member, sharing responsibility, providing support, maintaining communication, and updating senior team members on progress.
• Help prepare reports and schedules that will be delivered to clients and other parties.
• Develop and maintain productive working relationships with client personnel.
• Build strong internal relationships within EY Consulting and with other service lines across the organization.
• To take responsibility of the business development/pursuit process and generate revenue month on month from the accounts.
• Collaborate with the Client Service Partner throughout the Client and Engagement Life Cycle.
• Conduct the following client facing activities:
• Negotiate and participate in pricing strategy
• Conduct the following internal activities:
• Conduct account team meetings and track progress on specific accounts and provide coaching to client coordinators
• Hunt for new accounts, work with business operations to oversee the development of proposals and touchpoint campaigns
• Analytical/Decision Making Responsibilities.

Supervision Responsibilities:

• This is an individual contributor role. Although you would not have direct responsibility for supervising department personnel, you must have strong influencing skills to work with technical partners and operations staff in order to get the right resources to serve the client.
• Must be able to make decisions, such as prioritize relationships to develop, negotiate with clients (external and internal) to overcome obstacles with minimal supervision/inputs from BD Leader.

Skills and Attributes for Success

Being Progressive

• Sets the highest standards expected of our profession, manages risk and provide quality results in a commercially viable way, embracing new revenue and pricing models
• Being Innovative
• Co-creates better, faster, smarter ways of working; collaborates widely within EY organization and externally to harness diverse thinking, experiment, create new solutions and maximize/improve existing EY products, services and processes

Being Commercial

• Sets the highest standards expected of our profession, manages risk and provide quality results in a commercially viable way, embracing new revenue and pricing models
• Creating Better Working World for Clients by -

Staying Connected

• Digitally engage, bring all of EY knowledge and EY client business together into one cohesive ecosystem to build trust and enrich relationships
• Staying Proactive
• Actively listen, be highly responsive and proactively bring innovative ideas that inspire EY clients
• Staying Insightful
• Become a trusted advisor, ask better questions to bring bold insights to EY clients
• Creating Better Working World for Teams by -

Inspiring

• Paints a compelling vision of the future, leverages story-telling and rallies others with passion and purpose
• Belonging
• Establishes an inclusive, open and safe environment where people are aligned around a shared purpose, feel free to be themselves and are valued for their differing identities, perspectives and talents

Teaming

• Brings together a diverse mix; plays to each other’s strengths, coaches, collaborates and builds trust in a courageous manner to achieve collective goals
• Creating a Better Working World by exhibiting –

Curiosity

• Is a continuous learner, leads with questions, reflects and listens for the art of the possible to spark bold new insights
• Well-being
• Is mindful and fully present; maintains personal wellbeing to sustain positive energy and fuel resilience

Agility

• Embraces change and through self-awareness, adapts behavior in diverse contexts

Quality and Risk Compliance

• Leads complex engagements/ projects, and/or delivers outstanding quality results in complex and challenging environments.
• Develops a reputation for identifying matters concerning quality or risk and escalates these to the executives in charge, by either Consulting where necessary, or engaging the team to consult.
• Helps develop team member/counselee knowledge by sharing new insights

To qualify for the role you must have

• A degree in computer science, accounting, finance, or a related field (MBA or Business Undergraduate degree preferred).
• SAP certification/s and relevant experience at minimum
• Approximately 10+ years of total experience and SAP Sales experience with selling to Large Corporate clients and large transformation projects
• Proven track record in delivering sales targets consistently
• Target driven and sales process efficient with handling deals in excess of 10m$
• Prior Experience of bid and delivery solutioning as well as core delivery must in the SAP
• Expertise in SAP S/4 HANA and with relevant implementation experience
• Understanding SAP S/4HANA cloud service offerings with relevant implementation experience
• Experience in more than one of the functional workstream (FICO, SD, SF, EWM, TM, Ariba, Hybris, IBP) or over-all solution architect
• Worked on implementation RFP’s as a solution architect responsible for designing solutions end to end
• Prior business development experience, overall 10-14 years) with exposure to SAP Delivery. A strong understanding of SAP and integration with other applications/systems in an IT landscape
• Strong verbal and written communication with out of box thinking abilities.
• Ability to understand Methodologies (Activate, Agile, SDLC, SCRUM) and other industry business fundamentals and ability to showcase a quick learning curve.
• Proficient in MS Office products (Project, Word, Excel, PowerPoint)
• Strong knowledge in business processes and best practices
• Excellent business communication skills
• Strong knowledge in ASAP /Activate / EY Hybrid implementation methodologies
• Capability of presenting the value proposition in the module / area,
• Very good problem-solving abilities
• Excellent interpersonal skills, strong communication and presentation skills
• Experience executing a business blueprint and documenting business requirements that can be understood by a technical process team.
• Development of project documentation, training materials, requirements gathering, and project management methodology experience required.
• Good Industry knowledge across Consumer, Energy and Natural Resources, Public Sector
• Demonstrated track record managing teams and complex engagements in the consulting arena
• Show initiative and creativity in developing innovative work-around solutions or new processes.
• Demonstrate deep knowledge of SAP solutions and appropriate industries to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
• Support RFx completion in support of customer proposals.
• Engaging with Clients in understanding their requirements, scoping, discovering and defining solutions, explaining business benefits and use cases and a roadmap to meet their goals.
• Creating innovative solution designs that utilize our extensive service offerings.
• Understand client requirements (RFP/ RFI), build synopsis and have an ability to articulate the customer ask.
• Support the SAP implementation project and play solution architect role binding the entire solution to meet client requirements
• Participation in meetings with internal/external stakeholders (Delivery managers, Account managers and client partners) and Vertical & Horizontal teams.

Ideally, you’ll also have

• Prior consulting experience and a demonstrated history of driving revenue within existing clients and in developing new prospects at the "C" level of Fortune 500 companies.
• Comfortable working in a matrix environment due to previous experience
• Worked on global projects/global clients on significant large-scale projects
• Technically proficient with globally recognised current and relevant certifications to prove it
• Strong industry experience / exposure
• Comfortable communicating with senior client and EY stakeholders (globally) in verbal and written form
• Participated in large scale SAP client engagements.
• Monitor progress, manage risk, and ensure key stakeholders are kept informed about progress and expected outcomes.
• Manage expectations of client service delivery.
• Stay abreast of current business and industry trends relevant to the client's business.
• Should be a self-starter with excellent verbal and written communication skills.
• Should be comfortable interfacing with a client daily.
• This role requires daily interaction with the client at many levels.
• Systems thinking - the ability to see how parts interact with the whole (big picture thinking)
• Ability to explain complex technical issues in a way that non-technical people may understand
• Project and program management planning and organizational skills
• Ability to deal with abstract concepts and communicate these effectively through compelling written and graphical materials
• Strong written and verbal communication, presentation, client service and technical writing skills, coupled with a strong interest in further developing and integrating operations with technology skills
• Demonstrated characteristics of a forward thinker and self starter that thrives on new challenges and adapts quickly to learning new knowledge
• Entrepreneurial - Being empowered to lead, being innovative and encouraged to take ownership to create a lasting impact.
• Intellectually stimulating - Getting opportunities to work on challenging assignments with premier clients and learn from the best minds in the industry.
• Digitally transforming - Being prepared to aid businesses become fit for the digital world through technology enabled innovation and alliances.
• Socially responsible - Making a difference by supporting communities to make the world a better place
• Pursuing passions beyond work - Encouraged to actively pursue passions beyond work.