The Business Unit Profitability and Performance Management (BU PaPM) is responsible for our analytics business with SAP PaPM at the core and currently extending its scope to SAP SAC and DWC. With our solutions and services, we help our clients across the globe to create more transparency about their business, provide better basis for decision making and increase efficiency & profitability. The solutions we offer to our clients from many different industries cover conceptual, functional and implementation services and are often industry specific as Cost-to-Serve for Retail or Planning & Simulation for Insurance, or focus on a certain functional area like Transfer Pricing, Profitability or Sustainability.
As the Head of Presales for the APAC region you will be part of our global Presales Team and you will be working in close cooperation with our BU Lead as well as our Country management to develop our PaPM business with clients in the different markets in the APAC region. Main responsibilities of your role are the business development of SAP PaPM and Analytics in the various APAC markets in collaboration with both the Country sales organizations and the BU management team as well as interaction with clients, fostering the relationship with SAP and global SI partners and the preparation of compelling presales stories and material to successfully position PaPM in the market supported by the Presales resources in the countries. You will support the BU management team to ramp up the Presales organizations in the APAC countries and will lead a team of Presales professionals. You will deliver results through unparalleled professionalism leveraging a superior presales and consultative approach and strong knowledge and expertise of msg’s products and related services.
Your responsibilities will include, although not limited to, the following:
· Work with Regional/Country Management to develop our PaPM business, both License and Services opportunities, with clients in APAC
· Managing a team of 4+ presales resources responsible for different countries in APAC (AUS, NZ, CHN, SIN, etc.)
· Showing strong leadership skills towards the teammates and other colleagues
· Developing go-to-market strategies together with the Country Sales representatives and local presales resources.
· Support SAP and partners in preparation of client events and workshops
· Prepare and present the value of our use cases and solution to SAP and clients
· Support local presales resources to prepare and run presales meetings and PaPM demos based on relevant use cases
· Support SAP and partners by preparing compelling proposals
· Provide expertise in SAP PaPM to presales situations with clients across all industries
· Communicate effectively with client, SAP and msg global BU and Country management
· Develop and maintain long-term client relationships and prove ability to develop new markets and clients
· Responsible for achieving key presales outcomes while adhering to business goals and deadlines
· Look for opportunities and engage in up-selling or cross-selling to existing customers.
Requirements:
· Strong understanding of sales and presales processes, client relationship management, partner relationship management
· Preferably strong network with SAP in the APAC region
· Preferably strong network with performance management in the APAC region
· Preferably extensive international working experience in performance management
· Proven ability to manage multiple sales processes, adjust direction and priorities within fast- paced and multi-faceted work environment through strong organization, time, detail, and sales management orientation
· Adept at dealing with challenging client and presales team situations, and able to establish yourself quickly as trusted advisor to customers
· Technical and functional expertise in Performance Management Solutions – e.g. the following SAP applications / modules, SAP PaPM, SAC, BW, HANA, BPC, PCM, COPA and/or S/4
· Good understanding of core finance and accounting process such as financial budgeting and planning, allocations, profitability business processes, as well tax, supply chain, manufacturing, among others
· Entrepreneurial self-starter with the passion and drive to be part of a continuously growing business
· Combine strong analytical and conceptual skills with can-do attitude and hands on mentality
· Ability to be creative, flexible, and adaptable in a changing work environment
· Move easily between big picture thinking and managing relevant detail
· A conceptual thinker with the professional consulting skills to create compelling solutions, considering business objectives as well as appropriate regulatory and technical requirements
· Demonstrates strong business and financial acumen combined with the professional consulting skills necessary to create solutions that consider business objectives and financial requirements
· Excellent written and verbal communications skills with an emphasis on tact and diplomacy
· Exceptional presentation and communication skills in English language – internally and externally
· Capability to work well under pressure, and ability to work with cost and time constraints
· Commit to exceptional customer service, ethics, and integrity in all actions
· The ability to excel in a global team environment, effectively communicate and achieve results is critical
· Ability to travel internationally and eligible to work in CHN, AUZ, SIN, preferably also in the United States and EU
· Fluency in English, written and oral, and able to handle Chinese customers.
Education/Experience:
· University degree(s) in Finance, Accounting, Business Analytics, Business Management or Economics. Secondary degree or minor in Computer Science, Engineering, Mathematics, or similar very useful.
· A minimum of 8-10+ years of progressive, relevant presales and consulting experience
· Experience leading multiple presales situations with very high success rate
· Experience in Performance Management Software full life-cycle implementations, preferably with SAP PaPM, SAP HANA Developer / Analyst, SAP Analytics Cloud and/or BPC desirable
· Experience in managing a team.
