Job Description

Job Summary

Title: GTM Alliance Lead

About the Role:

GTM Alliance Lead will be responsible for establishing and grow business and technical relationships, and managing day-to-day interactions with SAP Field, Market Units, SAP Partner management & HCL Practices. The Role includes driving HCLTech Sales & SAP Field alignment across the region along with the Interaction with internal global alliance teams centrally to leverage and drive partnership excellence in the field and to build strong industry relationship.

Key Responsibilities

Key Responsibilities:

• Develop, define and execute joint SAP marketing and GTM programs with SAP and HCL
• Demonstrate thought leadership in driving programs, GTM plans and strategy for the region
• Drive joint business opportunities with sales, presales and leadership teams
• Drive joint Focused Partner Revenue (FPR) for SAP & licenses resell through VAR agreement
• Lead joint account collaboration
• Serve as the lead of the Business Development team in helping to define and deliver HCL overall go-to-market strategy from SAP EU perspective
• Coach, sell and influence colleagues and partner on HCL SAP EU value, offerings, solutions
• Set a strategic business development plan for EMEA and ensure it's in line with HCL strategic direction
• Manage and close a pipeline of businesses associated with the Partner and Internal sales teams from different LOBs
• Drive QBRs with the SAP partner management and planning for the assigned sales numbers
• Take the product proposition to the assigned markets or verticals/sub-verticals.
• Prepare and give business reviews to the senior management team.

Skill Requirements

Qualifications, Skills and Experience:

• Education: Bachelor’s degree required, MBA a plus
• Experience: 12+ years over all work experience plus experience in SAP market and/or services market, Must HAVE SAP S4HANA services knowledge and selling experiences.
• Skills:
• The candidate should possess both a business/sales background that enables them to engage at the SAP Market unit and SAP field level, and SAP regional leadership
• Must HAVE SAP S4HANA services knowledge and selling experiences
• Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
• Rich and diverse background and understanding of Global SAP Business, regional Market Unit, and partnership management
• Excellent follow-up, oral and written communication and presentation skills required
• Very high energy level with a positive disposition; self-starter who is customer focused
• Ability to multi-task and exhibit a high level of enthusiasm, common sense, initiative, collaboration, trust, and creativity
• Ability to exercise authority appropriately and effectively
• Ability to cross collaborate across HCL Practices, Industry units to drive synergies
• Well versed with regional SAP Market Unit structure, SAP product portfolio, SAP industry business units

Other Requirements

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