Senior Practice Engagement Manager - SAP

Stellenbeschreibung:

Senior Practice Engagement Manager – SAP

Infosys is seeking a Senior Practice Engagement Manager within the Global Markets Client Services division. The position is based in Frankfurt am Main, Hesse, Germany and reports to the Group Practice Engagement Manager. The role focuses on delivering SAP solutions across multiple industry segments, driving revenue growth, and managing client relationships.

Role Overview

• Create realistic sales plans and drive market development
• Identify and qualify opportunities, develop and negotiate proposals, and close deals
• Support contract and account planning, operations and people management
• Lead organizational initiatives and collaborate with cross‑functional teams

Areas of Responsibility

Sales Planning & Review – provide data points to the Region Head for realistic sales planning.
Market Development – persuade clients to provide industry references, support events and sponsorships, and participate in conferences to grow revenue.
Opportunity Identification & Qualification – navigate accounts to identify diverse deal types and expand business footprint.
Proposal Development – partner with Segment Sales and SAP Delivery Management to create high‑quality value propositions for new SAP deals.
Proposal Negotiation & Closure – align with Sales and Delivery, coach pursuit teams, drive client consensus, articulate value, and achieve premiums.
Contracting & MSA – provide inputs to Commercial Manager, act as escalation point, and ensure quick contract closure with due diligence.
Account Planning & Review – contribute to and execute account plans, and conduct periodic reviews with higher management.
Account Mining – prepare and participate in client meetings, close opportunities, and grow HBU footprint.
Account Operations – sign‑off on SOWs/Contracts, follow up on invoiced amounts, and manage CSAT/ELF to minimize revenue leakage.
People Management – mentor account team, coach delivery managers, and provide development feedback to improve CSAT and ESAT.
Organization Initiatives – leverage account context to present learning and growth opportunities, contributing to organizational initiatives.

Knowledge & Skills

10‑25 years of SAP consulting experience in service delivery, sales, presales, or advisory.
Hands‑on SAP consulting track record of at least 10 years.
Presales experience – client C‑level advisory and solution presentation of at least 2 years.
Industry orientation – deep experience across segments such as Retail, CPG, Chemicals, Energy, and more.
SAP SE Connect – direct relations with SAP sales leaders, partner management, product, and customer success teams.
Solution orchestration – build SAP‑led solutions integrating 10+ IT products.
Presentation skills – engage CXO and senior executives with high‑impact presentations.
Commercial acumen – knowledge of consulting partner commercial models, packaging, estimations, and resource loading.
Experience with SAP RISE & Grow – minimum 3 deals or programs; clarity of SI, SAP, and client roles.
Familiarity with SAP business suite, apps, BDC, AI offerings, and certifications a plus.
Knowledge of LoB Apps – IBP, Ariba, SFSF, CX, Concur, Fieldglass, Qualtrics, Central Finance.
European experience – minimum 8 years in European countries; cultural sensitivity; language proficiency beyond English is a plus.
Travel – flexible for short EMEA trips with short notice.

Skills

Industry know‑how – expertise in multiple industry segments.
SAP Hands‑On Delivery – proven record of SAP Service delivery / Program Management.
SAP Services Proposal building – integrate multiple functional and technical components into compelling solutions.
Client orientation – understand client organization and drive value maximization.
Maturity and creativity during sales pursuit and service delivery.
Effective and structured verbal and non‑verbal communication skills.
Stakeholder Management – interpersonal skills to interact with senior executives.
Languages – excellent English; German and French an advantage.

Performance Measures

Sales Planning & Review – revenue, profitability, and service line mix.
Opportunity Identification & Qualification – number of requests for proposals.
Proposal Development – average PAT across submitted proposals.
Proposal Negotiation & Closure – dollar proposals won and win rate.
Contracting & MSA – contract risk rating below threshold.
Account Planning & Review – HBU revenue, margin, large deals, new buying centers.
Relationship Management – client escalations, CXO meetings, CSAT, ELF scores.
SAP Partnership – KPIs per role and engagement with SAP stakeholders.
Learning & Certifications – latest SAP certifications and continuous learning.
Organization Initiatives – success metrics of initiatives.