Position Details: Go-to-Market Lead - SAP

North America Go-to-Market Lead

We are looking for a dynamic North America Go-to-Market Lead to drive our sales initiatives for SAP S/4

HANA implementation services. This role will drive business development with focus on Chief Information Officers (CIOs), Chief Financial Officers (CFOs) and their teams. This lead position is a key growth and transformation role within TCS' Market Unit responsible for driving and executing Go To Market strategies to acquire target clients and or cross sell in existing clients across various industries. This is a proactive demand generation and selling role aimed at generating TCV and revenue for TCS.

The ideal candidate will have extensive experience in enterprise software sales, particularly in SAP services, and a proven ability to lead business development initiatives leveraging ecosystem partners such as strategy consulting, Big4s and SAP.

Key Responsibilities

• Strategic Development:
  Formulate and implement go-to-market strategies for SAP S/4
  
  HANA implementation services, ensuring alignment with overall business goals. Should be able to leverage multiple channels of demand generation including regional sales teams, account executives of existing accounts, marketing, alliances, advisors, Big4, strategy consulting firms and SAP
• Sales Leadership:
  Oversee the entire business development process, from lead generation to opportunity creation and helping with contract negotiation. Achieve TCV growth targets, originate deals, acquire new logos and / or cross sell to existing clients through proactive-demand generation, consultative selling and thought leadership throughout their buying journey. Develop account plans, leveraging all assets available (SAP alliances team, regional sales, client partners, marketing events, ecosystem partners) that represent pipeline growth and business opportunities.
• Client Relationship Management:
  Establish and maintain strong relationships with CIOs and CFOs, articulating the value of SAP S/4
  
  HANA implementation services tailored to their organizational challenges.
• Market Insights:
  Conduct in-depth market analysis to identify trends, opportunities, and competitive positioning, adjusting strategies as necessary to capitalize on market shifts.
• Collaboration:
  
  Work closely with cross-functional teams including marketing, consulting, and technical support to ensure cohesive service delivery and client satisfaction. Collaborate with Big 4 firms as ecosystem partners to enhance service offerings and drive joint sales initiatives.
• Performance Metrics:
  Monitor sales performance against targets and provide regular updates to senior management on pipeline status.

Qualifications

• At least 10 years of experience in a sales role focused on enterprise software or IT services, with a minimum of 5 years specifically in selling SAP S/4
  
  HANA solutioning and implementation services. Proven experience engaging with C-level executives, particularly CIOs and CFOs, demonstrating an ability to navigate complex decision-making processes.
• Strong understanding of the sales cycle for professional services, including prior hunting experience with quota/sales targets and managing large enterprise accounts.
• Excellent verbal and written communication skills, capable of presenting complex information clearly and persuasively. Solid storyboarding & story telling persona. Strong business acumen with the ability to demonstrate how our services will generate significant value and return on investment.

Preferred Qualifications

• Bachelor's degree in Business Administration, Information Technology, or a related field; an MBA is a huge plus.
• SAP S/4
  
  HANA certification or similar credentials would be considered a significant asset.
• Demonstrated history of exceeding sales targets and driving significant revenue growth in previous roles.
• Willingness to travel up to 50% for client meetings, industry conferences, and networking events.