Industry Solutions Principal

About the role

The Industry Solution Principal (ISP) provides industry thought leadership and credibility through the value-focused and industry-relevant delivery of the SAP software solution to clients throughout the NTT Data Business Solutions Inc. sales and delivery process. Responsibilities include continuing development of the respective industry solution (it.solution), software demonstration systems, implementation services proposals, SAP vertical solution qualification, industry training, partnership development, marketing support, and Quality Assurance audits for industry-relevant client implementations. The ISP also takes a solution leadership role in software and service sales pursuits, cultivating professional relationships with clients, industry analysts, thought leaders, and SAP to promote NTT Data Business Solutions Inc. industry solutions and expertise.

Responsibilities

• Industry Solution Development:
  • Develop, deliver, and secure approval of annual business plan for respective industry solution(s).
  • Identify industry-specific value propositions including drivers, trends, key performance measures, return-on-investment, and technology advancements.
  • Develop an industry-specific SAP software demonstration & delivery system addressing key process value chains and incorporating industry-specific functionality.
  • Audit industry-related client implementations to ensure solution quality, measure value, identify market requirements, and incorporate new best business practices.
  • Coach and mentor sales and delivery teams (Solution Engineers, Consulting Managers, consultants) on industry and customer-specific value propositions, process value chains, and SAP functionality.
  • Contribute to account strategy development through collaboration with Account Executives.
  • Assist in designing and developing the internal global SAP demo system environment.
  • Ensure collaboration across NTT Data Business Solutions Inc., including European counterparts.
• Relationship Management:
  • Instill teamwork culture with the virtual sales support team assigned to the sales opportunity.
  • Cultivate professional industry relationships with clients, analysts, thought leaders, and SAP.
  • Establish credibility and relationships with client decision makers.
  • Facilitate pre-sale to post-sale account transition with consistent communication between customer and implementation delivery team.
  • Prepare and present pre-determined documentation to the assigned project manager.
• Sales Methodology & Process Development:
  • Participate in continuous business process improvement of the software sales methodology and processes, including roles, responsibilities, documentation, and tools.
  • Collaborate with Consulting Managers to develop an industry solution implementation methodology leveraging best practices, complementary software interfaces, and NTT Data Business Solutions Inc. functional extensions.
• Marketing Support:
  • Provide industry, business process, and SAP product knowledge to the marketing organization for collateral and literature development.
  • Provide presentation content and software demonstrations in support of marketing events across various media.
• Administrative Management:
  • Provide accurate and timely updates to sales support documentation.
  • Maintain a calendar of support activity with ongoing visibility.
  • Comply with NTT Data Business Solutions Inc. personnel, sales, proposal, and contract policies.
  • Adhere to travel and expense policies and complete claims accurately and timely.
• Personal Development:
  • Expand personal knowledge of industry/business trends and SAP product offerings.
  • Develop and implement a personal training plan for ongoing growth and professional development.
  • Contribute to NTT Data Business Solutions Inc. growth objectives by mentoring new or existing employees.
  • Provide industry training to other NTT Data Business Solutions Inc. personnel.

Requirements

• Minimum of 10 years of prior success and experience in a respective industry performing job roles in business functional areas and/or information technology while leveraging commercially available enterprise software applications.
• 5 or more years of experience with SAP software preferred.
• Proven ability to identify and communicate key industry objectives, drivers, trends, and the corresponding value proposition of enterprise software to address industry challenges.
• Demonstrated ability to coach, mentor, and lead a virtual sales team consisting of employees and partners.
• Extensive knowledge of implementation methodologies and associated tools and benefits.
• 6 or more years of SAP software implementation skills and experience.
• Bachelor’s degree or equivalent required; advanced degree preferred.

Skills

• Strategic Thinking
• Creative Thinking
• Problem Solving
• Communication
• Leadership
• Orchestration
• Organization
• Virtual Team Alignment
• Positioning
• Expectation Setting
• Relationship Building
• Motivation of Others
• Cognitive Abilities

Attributes

• Results Oriented
• Solution Oriented
• Coaching Oriented
• Planning Oriented
• Business Judgement
• Political Savvy
• Persuasive
• Collaborative
• Intelligence
• Influence
• Integrity
• Competitive
• Courage
• Trust
• Credibility
• Sincerity
• Passion

Knowledge

• Vertical Industry knowledge
• SAP Vertical Solution Offering
• ROI and key performance metrics
• ERP
• e-Business / Commerce
• Value-Chain solutions (CRM, SCM, PLM, SRM, BI)
• Technology
• Business Issue Awareness from executive perspective
• Team Selling Dynamics
• NTT Data Business Solutions Inc. Company
• NTT Data Business Solutions Inc. Customer Base
• SAP Competition
• Implementation Partner Dynamics
• Cost benefit analysis
• Strategy determination and execution