Go-to-Market Lead - SAP Sales

We are looking for a dynamic North America Go-to-Market Lead to drive our sales initiatives for SAP S/4HANA implementation services. This role will drive business development with focus on Chief Information Officers (CIOs), Chief Financial Officers (CFOs) and their teams.

This lead position is a key growth and transformation role within TCS’ Market Unit responsible for driving and executing Go To Market strategies to acquire target clients and/or cross sell in existing clients across the Consumer Packaged Good (CPG) Industry. The position is a proactive demand generation and selling role aimed at generating TCV and revenue for TCS.

Responsibilities

• Formulate and implement go-to-market strategies for SAP S/4HANA implementation services, ensuring alignment with overall business goals.
• Leverage multiple demand generation channels including regional sales teams, account executives, marketing, alliances, advisors, Big4, strategy consulting firms, and SAP.
• Oversee the entire business development process, from lead generation to opportunity creation, assisting with contract negotiation and achieving TCV growth targets.
• Originates deals, acquires new logos, and cross sells to existing clients through proactive demand generation, consultative selling, and thought leadership.
• Develop account plans leveraging assets such as SAP alliances team, regional sales, client partners, marketing events, and ecosystem partners.
• Build strong relationships with SAP alliances to understand current install base and identify triggers for TCS entry.
• Establish and maintain relationships with CIOs and CFOs, articulating the value of SAP S/4HANA implementation services tailored to organizational challenges.
• Conduct in-depth market analysis to identify trends, opportunities, and competitive positioning, adjusting strategies as necessary.
• Collaborate closely with marketing, consulting, and technical support to ensure cohesive service delivery and client satisfaction.
• Monitor sales performance against targets and provide regular updates to senior management on pipeline status.

Qualifications

• At least 10 years of experience in a sales role focused on enterprise software or IT services, with a minimum of 5 years specifically in selling SAP S/4HANA solutioning and implementation services.
• Experience shaping and solutioning a mix of SAP deals (S/4H, Cloud migration, AMS, Testing & LOB solutions – Ariba, IBP, SF, and BTP).
• Experience collaborating with Big 4 firms as ecosystem partners is a significant plus.
• Proven experience engaging with C-level executives, particularly CIOs and CFOs, navigating complex decision‑making processes.
• Strong understanding of the sales cycle for professional services, including prior hunting experience with quota/sales targets and managing large enterprise accounts.
• Excellent verbal and written communication skills, capable of presenting complex information clearly and persuasively.
• Strong business acumen with the ability to demonstrate value and ROI of services.

Preferred Qualifications

• Bachelor’s degree in Business Administration, Information Technology, or a related field; an MBA is a huge plus.
• Optional SAP S/4HANA certification or similar credentials would be considered a significant asset.
• Demonstrated history of exceeding sales targets and driving significant revenue growth in previous roles.
• Willingness to travel up to 50% for client meetings, industry conferences, and networking events.

Salary Range: $140,000 - $340,000 a year

Location: Chicago, IL

Job Function: MARKETING AND SALES

Role: Lead

Job Id: 408524