Senior Practice Engagement Manager SAP

Infosys Frankfurt

Stellenbeschreibung:

Job Overview

Role: Practice Engagement Manager / Senior Practice Engagement Manager

Career Stream: Global Markets

Career Sub Stream: Client Services

Reports to: Group Practice Engagement Manager

Billable Role: No

Supervises: Associate Practice Engagement Manager

Financial Size: 25 Million Euro p.a.

Incumbency: Multiple

Team Size & Dispersion: Individual Performer, or up to 2 reportees

Location: Onsite, Europe – Frankfurt, Germany, Hessen

Operating Network (Internal): Sales, SAP Delivery Management, Finance, Legal

Operating Network (External): Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit & compliance), Alliance partners mainly SAP, other contractors

Business Focus

Drive new SAP service business growth – Transformation as well as Operations
Provide SAP Product Portfolio and Service Delivery expertise throughout client journey
Independently create and orchestrate integrated offerings and value proposition for new deals
Strengthen SAP partnership by collaborating at account and product portfolio levels
Create high impact in the market with thought leadership based on hands‑on SAP Service Delivery

Education & Experience Requirements

Minimum Experience: 12 years for all graduate categories; 14 years for higher proficiency

Graduate Categories: Engineering Graduate, CA / Tier MBA, Non‑Engineering Graduate, PhD

Career Stream: Global Markets (12 years baseline, 14 years higher proficiency)

Areas of Responsibility

Sales Planning and Review: Provide data points to the Region Head to help create a realistic sales plan.
Market Development: Persuade clients to provide industry‑wide references; provide input on events/sponsorships to corporate marketing; participate in events and conferences to support revenue growth outside the account and increase ROI on events.
Opportunity Identification and Qualification: Navigate the account to identify varied kinds of deals to increase business footprint.
Proposal Development: Partner with Vertical Segment Sales and SAP Delivery Management; create compelling value proposition to new SAP deals, ensuring quality, seamless solution, and unique positioning of Infosys.
Proposal Negotiation and Closure: Align with Segment Sales and Delivery Management; set up and facilitate proposal‑coaching sessions between client and pursuit team; drive client consensus and articulate business value to win the deal at the right premium.
Contracting and MSA: Provide inputs to the Commercial Manager; act as point of escalation to ensure quick contract closure with due diligence.
Account Planning and Review: Contribute to the account plan, communicate and execute as per plan; conduct periodic review of plan with higher Management to grow the account.
Account Mining: Prepare for client meetings; work with IBU EMs to close opportunities; work closely with HBU Delivery for account context and techno‑functional review of meeting material.
Account Operations: Support sign‑off on SOWs/Contracts; follow up to sign SOWs, resolve disputed amounts, and follow up for payments; identify clients for CSAT and ELF to minimize revenue leakage and enhance client satisfaction.
People Management: Mentor HBU account team; provide development feedback to senior delivery team members; coach direct reports to improve CSAT, ESAT and de‑risk the engagement.
Organization Initiatives: Leverage account context to present initiatives favorably to the customer, gaining learning and growth opportunities for the organization.

Knowledge, Skills & Expertise

Knowledge:
- 10–25 years of SAP consulting experience with achievements in service delivery, sales, presales, advisory or competency leading capacity.
- Strong delivery background – hands‑on SAP consulting services with at least 10 years as a Consultant / Developer / SME.
- Expertise in presales – client C‑level advisory and solution presentation experience of at least 2 years.
- Industry orientation – deep experience across multiple industry segments (Retail, CPG, Chemicals, Energy, etc.).
- SAP SE Connect – direct relations with SAP folks from sales leaders, partner management, product management, customer success.
- Solution orchestration – SAP‑led solution with over 10 IT products, seamless integrated value proposition building for new deals.
- Presentations – proven capability of engaging CXO and senior executive with whiteboarding, presentations with and without aids.
- Commercials – contemporary commercial models for various types of SAP services, packaging, cost components, estimations, resource loading.
- Experience with SAP RISE, Grow constructs – at least 3 deals or programs.
- Familiarity with SAP AI offerings; certifications will be a plus.
- Good understanding of LoB Apps – IBP, Ariba, SFSF, CX, Concur, Fieldglass, Qualtrics, Central Finance.
- Europe experience – at least 8 years stay/work experience in any European country; cultural sensitivity and language proficiency (English plus German/French) a big plus.
- Travel – flexibility for short travels across EMEA region.
Skills:
- Industry know‑how – deep business process knowledge across multiple companies in an industry segment.
- SAP hands‑on delivery – proven record of SAP Service delivery / SAP Program management.
- Proposal building – integrating multiple functional and technical components into compelling solutions with accurate estimates.
- Client orientation – understand client organization and drive value maximization with our solution.
- Maturity and creativity during sales pursuit and service delivery to oversee teams and drive toward set goals.
- Effective and structured verbal and non‑verbal communication skills (consultative).
- Stakeholder management – interpersonal skills to interact with senior executives.
- Languages – very good fluency in English; additional linguistic skills in German, French will be an added advantage.

Performance Measures

Sales Planning and Review: Revenue, profitability; service line mix as % of total account revenue.
Opportunity Identification and Qualification: Number of requests for proposals.
Proposal Development: Average Infosys PAT across the proposals submitted; average HBU PAT across the proposals submitted.
Proposal Negotiation and Closure: Dollar proposals won; number (and $) of proposals won / total submitted.
Contracting and MSA: Contract / SOW risk rating below threshold.
Account Planning and Review: HBU revenue; HBU margin; number of large deals; number of new buying centres.
Relationship Management: Number of client escalations to next level; number of CXO meetings; CSAT; ELF scores.
SAP Partnership: SAP Partnership KPIs as per role.
Learning and SAP Certifications: Latest SAP certifications and continuous learning on new areas.
Organization Initiatives: Success of the initiatives.