The Senior Manager role of the Greater China SAP Sales & Business Development will be responsible for facilitating the pursuit of new business, maintaining existing business, and in developing relationships at key buying influences which can include the “C Suite” level. The role will focus on supporting the APAC SAP Sales & BD strategy and deployment, and will manage the strategic relationship with SAP together with the APAC SAP Sales & BD Leader. This will include responsibility for opportunity pipeline development, joint go-to-market initiatives and solutions, establish and nurture executive level relationships with SAP leaders and our EY Services team. 

Responsibilities
In your role as Greater China SAP Sales & Business Development Senior Manager, you’ll be responsible for:

- Business Development strategy and deployment:
• Collaborate on a yearly sales and/or account plans in alignment with the firm’s integrated revenue planning process APAC SAP Sales & BD Lead, Alliance ambitions, growth with goals, and market execution plan that aligns with Global and Area Sales Plans

• Propose and support all SAP Alliance Business Development initiatives in terms of the firm’s objectives, global & local resources available, and current position in the overall competitive landscape.

• Foster strong executive relationships between SAP and EY.

• Work with BD team to maintain an accurate joint sales pipeline with SAP.

- Pursuits:
• Serve as client facing sales lead on the most strategic and impactful designated opportunities in the Greater China SAP Alliance area.

• Oversee all Greater China SAP Alliance relationship management practices

• Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs.

• Consult with key stakeholders to develop Voters Matrix, Miller Heiman Blue Sheet, Calendar of Events and contact list of potential client’s decision makers.

• Develop closing and negotiation strategy with the bid team.

- Alliance and Innovative Services: 
• Drive SAP Alliance offerings through Greater China distribution channels: Market Segments and Service Lines. 
• Develop and implement communication and education to internal Greater China stakeholders (e.g. Partners, G360 and Regional Service Line Business Development Leaders) 

- Additional Activities:
• Support Greater China practice management 
• Manage all aspects of SAP alliance communications to ensure that key Greater China wins are recorded, tracked and communicated to the field.
• Align with Global and Area alliance teams to ensure collateral is updated and communications are aligned and delivered in a timely manner. 

Requirements
• A Bachelor degree with relevant post graduate/professional qualification is desirable

• Minimum 10 years of complex and large sales experience

• Experienced working in a partnership/professional services environment preferred.

• Proven track record in creating awareness, demand and drive incremental revenue through SAP Services is advantageous.

• Ideally have some SAP experience to understand and articulate value proposition for SAP and align it with EY values.

• Proven ability to influence multiple key stakeholders in multiple countries to achieve objectives

• Use in-depth knowledge of the client’s organization, markets, industry and competitor’s to anticipate complex issues and identify solutions.

• Proven ability to assimilate ideas from multiple sources to create a cohesive piece of work.

• Able to make decisions, such as prioritizing relationships to develop, negotiate with clients (external and internal) and overcome obstacles with minimal supervision.

• Broad-based experience in channel management and/or sales/sales management

• Excellent communication and influencing skills with strong relationship management experience at the C-suite level

HR No. 100117