【德商 Westernacher Consulting】大中華區 SAP DMC 事業部主管

Ensure that Westernacher becomes or remains the top player in the area of DMC/MES in the assigned Market Units (APAC). Generate Leads and Opportunities through partnering, presence on the market (events/fairs/..). Support and drive the sales process through pre-sales, proposal writing. Drive strategic staffing to optimize sales, margins and utilization. Secure revenue and projects to keep utilization of the current team planned team strength as per 5 yr plan. Manage customer expectation and oversee delivery quality. Report Line Global Practice Lead Key Tasks • Define Go To Market Strategy for the Practice and Market Unit: Define local go to market strategy and 12 to 18 month bus dev and sales activities. Define Partnering strategy with SAP and key players. Define 1 to 5 year market potential for the practice in the assigned market unit • Business development: Create leads/opportunities in the market unit through partnering with SAP/others, speaking engagements, publishing, marketing campaigns,.. Manage and conduct pre-sales activities for the practice & market unit. Proposal writing, agree delivery and staffing strategy with global staffing, estimate and review estimates with solution architect. Ensure buy in from solution architect and manage SolArch engagement in pre-sales activity. Present/defend proposals.
• Implementation Quality & Expectations Management: Ensure that we “deliver to our promise” at the level of Key Account Management/Steering Committee. Manage escalations from functional perspective. Review and provide feedback/input to PM and Lead of Operations on functional/technical performance of the team. Support MU and PM in managing scope and customer expectations.

Key Deliverables • Quantitative Targets: - Project Plan Margins 45% or higher - Strategic staffing & Proposing (25% off/shore, AMS, testing…) - Revenue growth 10% or higher - Utilization of planned team (5 Yr People plan) - Win Rate • Qualitative Targets: - Best in class Delivery Quality and references • Other Deliverables: - Practice/MU Input for 5 Yr People Plan • Go to market Strategy - Risk identification in proposal stage - Recruitment support - Regular customer and team interaction

Key Skills and Requirements - Business Development skills - Commercial Diligence/Acumen - Business Process and Technical skills - Negotiation skills - Proven expertise and in-depth SAP solution know-how in DMC/MES - Very good communication, presentation, networking and pre-sales skills with

SAP solutions - Insight into Market needs, Requirements, and innovations - Results and execution focused, with a positive, “can-do” attitude to turn great ideas into scaling business innovations.