A Practice Sales professional is responsible for driving revenue growth for the SAP practice by winning new business and expanding existing accounts through solution-led selling.
Role Overview:
The Practice Sales professional owns the end-to-end sales cycle for a defined service line, aligning client business needs with the organisation's capabilities to generate profitable growth.
Key Responsibilities:
- Business Development & Revenue Ownership.
- Identify and pursue new business opportunities in target accounts and industries along with Geo sales teams.
- Build and manage a strong sales pipeline and forecast.
- Own revenue targets and drive bookings for the practice.
- Client Engagement & Solution Selling.
- Understand client business problems and translate them into IT solutions.
- Lead discovery discussions, workshops, and solution positioning.
- Craft tailored value propositions and proposals.
- Opportunity Lifecycle Management.
- Manage the full sales lifecycle
Qualification:
- Solutioning along with practice/domain teams.
- Proposal & contract negotiation.
- Closure.
- Collaboration with Delivery & Practice Teams.
- Work closely with solution architects, consultants, and practice delivery teams to build winning solutions.
- Ensure alignment between sales commitments and delivery capability.
- Account Growth & Relationship Management.
- Build CXO-level relationships with key stakeholders.
- Drive up-sell and cross-sell within existing practice accounts.
- Act as a trusted advisor to clients.
- Market & Practice Development.
- Track market trends, competitors, and emerging technologies.
- Contribute to go-to-market (GTM) strategy for the practice.
- Position differentiated offerings in the market.
Pre-sales & RFP Support:
- Lead or support large deal pursuits, RFP responses, and presentations.
- Create solution proposals along with practice presales, pricing models, and win strategies.
Key Skills Required:
- Strong consultative selling and negotiation skills.
- Good understanding of IT services and relevant technology stacks.
- Stakeholder management (especially senior executives).
- Ability to translate business problems into IT solutions.
- Financial acumen (pricing, margins, deal structuring).
KPI / Success Metrics:
- Revenue vs target.
- Pipeline size and conversion rate.
- Deal win ratio.
- Account growth.
- Margin contribution.
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