Manager / Sr. Manager Account Management - SAP

- 10-15 years of experience in Sap sales

Location : Noida/Mumbai

IC role :

- 70% ; managing existing customers, 30% ; acquiring new customers

- Manufacturing domain experience ; majorly into Automotive, CPG, pharma

- Primary KRA will be to conduct SAP led business. Take entire Birlasoft Portfolio within the account but lead with SAP portfolio

- Should have good connects with OEM ecosystem primarily SAP, AWS, GCP, Oracle and Infor

Objective :

- Account manager is responsible for business development and strategy for new/existing (as applicable) customers in the allocated practice / business unit (vertical / horizontal).

- Also responsible for owning and driving the complete lifecycle of RFI/RFP response process and responsible for supporting revenue projections and delivery, to include managing of program managers.

Acts of Responsibilities :

1. Delivery & Practice :

- Ensure the business continuity and growth within client account/s

- Manage content development of proposals and RFP's

- Identify cross-sell opportunities and create an approach for up-selling existing commitments

- Present organization solution offerings and capabilities to customers clearly articulating our value proposition and differentiators with right alignment with Solution Architects (as needed)

- Review SLAs and compliances of delivery teams and account managers aligned

- Negotiates SOW with customer and assembles internal team to be involved in the response ; Be up-breast with industry trends and technical developments that are correlated with the existing clients (offshore and onsite)

- Conduct actual analysis on volume, profitability, projected growth and share it on a periodical basis with the client partners and BD/sales leaders

- Share market intelligence with Sales Director, Strategic Campaigns / Initiatives, Build and Manage good relationship with Customers

2. Relationship Management :

- Ensure the account retains its renewable value

- Understand domain, industrial capabilities, innovations to enable clients with the value and variations of existing service offerings vs the market

- Build credible thought leadership in client focus areas

- Work collaboratively and build relationships with internal teams like delivery, PMOs etc.

- Track client experience and work towards improving CSAT Account Growth

- Identify target accounts in consultation with the vertical delivery team

- Prepare account plans and develop account penetration strategy for assigned and target accounts

- Manage opportunity pipeline within assigned vertical / horizontal

- Responsible for financial reports, forecasting actual and any variances Month on Month

3. Performance Management :

- Support content writing and planning of white-paper/articles

- Ensure deliverable repositories for aligned accounts are updated and compliant with the guidelines

- Ensure on time performance check-ins

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