Business Consulting Manager

4 months ago

Jakarta, Indonesia SAP Full time

**We help the world run better**

**Role Overview**

The role of Country leader provides leadership for the go to market, and customer retention and growth strategies for Cloud Success Services (CSS) Portfolio. This leader has a strong emphasis on customer success and delivery excellence combined with a focus on managing the Profit & Loss (P&L) for the Geo. While driving adoption and consumption along the entire customer lifecycle. The leaders work closely with both Account, Solution Area teams and key internal stakeholders to ensure a seamless and well-orchestrated approach to drive customer success, delivery safeguarding, revenue retention and growth of customer relationships in the region to drive the Current Cloud Backlog (CCB) growth. The role is part of the CSS SEA Leadership Team and, as such, substantial experience, c-level relationship building and proven ability to manage within a complex organizational model is essential to be succesful in the role.

The individual must be an advocate of sustained performance, operational excellence, and innovation, both by personal example, leadership style, and through the ongoing development of successful team members.

Primary drivers for the role include:

- Attainment of sales, revenues, pipeline and current cloud backlog targets
- Lead efforts to help customers achieve business goals, create value, drive solution adoption, achieve a reference state, and sustain engagement with SAP.
- Directly manage the team of Account Executive, Project Managers, Business Transformation Services Architects and Enterprise-Customer Success Partner (E-CSP) to drive customer success across the CSS portfolio.
- Allocation of targets [bookings, revenues, cloud backlog, renewals, deployed Annual Contract Value (ACV)]
- Managing quality Project delivery across projects representing in steering committee and producing project success.
- Professional enablement and development of team members and driving people success as the charter across Geo..
- Executive sponsorship and customer advocacy of the highest level
- Operational and Leadership excellence
- Influence without direct authority

**There are five focus areas for this role**:

- Business Strategy & Go To Market (GTM) Leadership: Demonstratable evidence of direct client interaction, direct executive relationship development, and commercial negotiation. Acts as the face of SAP to the customer with a commanding executive presence. Drives an innovation mindset in all areas of the business. Takes a future-focused approach to markets, talent, products and customers. Develops market segmentation models to maximize market unit performance against financial targets while meeting strategic goals to protect customer success at scale. Has mastered the art of the Business to Business (B2B) conversation with all C-levels and delivers the customer message with fluency and the language of the CFO. Ability to develop industry-based market unit GTM model leveraging partners across top accounts across SEA, key accounts and mid-market segment. Executes territory planning, budget and quota model in conjunction with Sales and business Operations across the portfolio. Deliver against targets for key performance metrics including booking budget, Solution adoption (as measured by Deployed ACV) and contract renewal, revenue and growth (current cloud backlog). Creates a long-term strategy to drive continued adoption and consumption of our software and identifies potential opportunities to expand the business.
- Organizational & Transformational Leadership: Strong focus and ownership on adoption and consumption on SAP offerings in alignment with sales and partners across the full life cycle from Sales to Delivery. Represent SAP in customer governance structures to enhance the relationship through Services delivery safeguarding, sustained adoption, thought leadership, and alignment to success criteria. Message the success story across the portfolio aligned with solution areas, capabilities, and differentiators creating a world-class client experience. Acts as a visionary leader who translates corporate vision and culture into a tangible roadmap for others to execute. Demonstrates negotiation skills in potentially complex and/or political environment. Is seen as a thought leader in the broader industry and field (outside of SAP). Significant experience leading transformational and organizational change and motivating large teams in a matrixed environment with complex cultures. Is viewed as purposeful leader with a passion for building a culture and uniting teams. Influences others and leads with personal impact creating a followership and an environment of trust.
- Portfolio Leadership: A leader who comes with an advanced set of skills focused on adoption and consumption by driving both the sale and delivery of SAP’s portfolio. This includes an understanding and accountability of both "For fee" and “Free” services that can be deployed to achieve c

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