Westrocon

Role Description The Sales and Account Manager owns the commercial relationship for a defined portfolio of customers and drives new revenue growth. This role is responsible for: - Retaining and expanding existing accounts - Identifying and closing new opportunities - Building relationships with customers and gaining insights in strategic direction, existing problems, and acting as a trusted soundboard - Leading the sales process end-to-end and partnering internally to ensure successful delivery and long-term customer value - Managing a sales pipeline target and recording and administering the opportunities in the SAP Opportunity Applications and Westrocon ERP Qualifications - Relevant Tertiary Qualification (Business, Sales/Marketing, Finance, IT, or similar); Masters or advanced degrees preferred - Proven experience in Account Management and B2B Sales (typically 5+ years, adjust as needed) - Demonstrated track record of meeting/exceeding revenue targets and managing renewals/expansions - Strong negotiation experience with contracts, pricing, and commercial terms - Detail-oriented and self-starter - Experience selling solutions/services with multi-stakeholder decision-making and longer sales cycles - Experience and knowledge of the SAP Product Portfolio or software and subscription sales in general is required Requirements - Experience in IT services, SAP preferred, consulting, SaaS, enterprise software, or a comparable solutions environment Responsibilities - Account Ownership & Relationship Management - Own the commercial relationship for a portfolio of accounts, including account plans, stakeholder alignment, and engagement cadence - Build relationships with key decision-makers and stakeholders (including C-level) and maintain a clear view of business priorities, risks, and opportunities - Facilitate quarterly/biannual business reviews (QBRs), success planning, and strategic roadmap discussions - Manage renewals, pricing discussions, contract negotiations, and commercial governance - Proactively identify account health risks (service, delivery, product, billing) and drive resolution with internal teams - Sales Leadership & Revenue Growth - Lead the full sales cycle: Discovery, Qualification, Solution Shaping, Proposal Development, and close - Develop and execute account growth strategies (upsell/cross-sell/new business), aligned to customer needs and strategic targets - Identify opportunities within new and existing clients' customers and coordinate prospecting across all business functions, subsidiaries, or geographies - Create compelling value propositions and business cases; quantify ROI and total cost of ownership where relevant - Maintain strong competitive awareness and position solutions effectively - Pipeline, Forecasting & Reporting - Build and manage a healthy pipeline with clear stages, next steps, close dates, and success probabilities - Own accurate forecasting (weekly/monthly/quarterly), including pipeline coverage and deal risk assessment - Track performance against targets (revenue, margin, retention, pipeline generation) and report insights and corrective actions - Ensure sales pipeline hygiene and compliance (activities, notes, contacts, opportunities, proposals, contract details) - Cross-Functional Commercial Orchestration - Coordinate internal stakeholders (delivery, customer success, finance, legal, operations, product/technical teams) to align on scope, pricing, resourcing, and timelines - Ensure smooth handover from sales to delivery and maintain accountability for customer outcomes - Collaborate with marketing on account-based campaigns, events, case studies, and reference management - Influence product/service improvements by feeding back customer insights, objections, and market signals - Customer Value, Retention & Contract Management - Drive customer adoption, ensuring solutions deliver measurable value - Monitor service performance and customer satisfaction; manage escalations with urgency and professionalism - Manage contractual obligations, SLAs, change requests, and commercial amendments - Improve gross margin and account profitability through scope discipline, pricing integrity, and proactive renewal planning - Team/Leadership Contributions (Depending on Structure) - Provide mentorship, deal support, and best-practice guidance to other sales/account team members - Contribute to sales playbooks, pricing guidance, proposal templates, and enablement materials - Support territory planning, lead routing, and prioritization decisions Attributes - Core Attributes: - Strategic account planning and relationship building - Consultative selling and discovery (needs analysis, solution fit) - Commercial acumen (margin, pricing, TCO/ROI) - Negotiation and objection handling - Pipeline management and forecasting discipline - Stakeholder management and cross-functional leadership - Executive communication and presentation skills - Attention to detail and compliance to internal processes and procedures - Self-starter, and motivated to gain sales - Problem-solving, resilience, and urgency in execution - Behavioural Attributes: - Customer-first mindset with strong ethics and integrity - Ownership mentality: accountable for outcomes, not just activities - Data-driven decision-making and attention to detail - Collaborative and able to influence without authority - Comfortable with ambiguity and changing priorities

Role Description The S/4HANA Practice Lead is responsible for leading the organisation's SAP S/4HANA capability from both a strategic and operational perspective. This role requires deep cross-functional knowledge of SAP S/4HANA, SuccessFactors, BTP, and Integration as well as strong experience in fulfilling a Solution Architect role on complex implementation and transformation projects. Exposure to a variety of industries and international projects is required. The incumbent will provide leadership across solution design, delivery oversight, practice development, pre-sales support, and client engagement. The role is accountable for ensuring that S/4HANA solutions are architected in line with business requirements, SAP Best Practices, and the organisation's quality standards, while also growing the practice's capability, reputation, and commercial success. Qualifications - Relevant tertiary qualification in Information Systems, Computer Science, Business, Finance, Supply Chain, or a related field. - A postgraduate tertiary and/or a Master's qualification will be advantageous. - SAP up to date certification(s) in S/4HANA and/or relevant functional modules will be advantageous. - Extensive experience in SAP consulting, with strong exposure to SAP S/4HANA solutions. - Proven experience performing in a Solution Architect capacity on medium to large SAP projects. - In-depth cross-functional knowledge of S/4HANA business processes and integration points. - Strong experience in end-to-end SAP project lifecycles, including discovery, design, build, testing, cutover, go-live, and hyper care. Requirements - Demonstrated experience in stakeholder engagement, client advisory, thought leadership, and solution-driven consulting. - Experience in leading consulting teams, mentoring consultants, and supporting practice growth. - Strong commercial awareness with experience supporting proposals, estimates, and pre-sales activities. - Excellent verbal and written communication skills. Responsibilities - Practice Leadership and Development - Lead and grow the International SAP S/4HANA practice in line with business objectives and market opportunities. - Contribute to the development of practice standards, methodologies, and delivery approaches. - Support resource planning, capacity planning and capability development within the practice. - Mentor, guide, and develop consultants to strengthen technical and cross-functional expertise. - Promote knowledge sharing, continuous improvement, and collaboration across teams. - Solution Architecture and Design - Serve as the senior solution lead and fulfil the Solution Architect role on strategic and complex engagements. - Design end-to-end, cross-functional SAP S/4HANA solutions aligned to client needs and SAP Best Practices. - Ensure solution designs are scalable, integrated, and fit for purpose. - Provide direction on functional design, business process alignment, and integration across workstreams. - Review and validate solution approaches to ensure consistency and quality. - Project Delivery Oversight - Provide oversight and guidance to project teams throughout the full project lifecycle. - Support teams during discovery, design, build, testing, cutover, go-live, and hyper care phases. - Ensure delivery quality, governance, and adherence to agreed standards. - Identify project risks, dependencies, and solution impacts, and guide mitigation actions. - Assist with issue resolution, escalations, and key decision-making on complex delivery matters. - Client Engagement and Advisory - Work with the Sales and Marketing teams to productise Qualified Partner Package Solutions and develop a go-to-market plan that promotes the growth of the practice in the various Business Units. - Engage with clients as a trusted advisor on S/4HANA transformation and process improvement initiatives. - Facilitate discussions with stakeholders to understand business requirements and strategic objectives. - Build and maintain strong relationships with clients and internal stakeholders. - Provide expert guidance on solution options, business impacts, and best-fit approaches. - Support client confidence through professional communication and quality engagement. - Engage with the relevant SAP counterparts, events and learning to remain abreast of new technological innovations such as Artificial Intelligence and Automation. - Business Development and Pre-Sales - Support business development efforts for SAP S/4HANA opportunities. - Participate in client meetings, workshops, and solution presentations. - Contribute to proposals, statements of work, scope definition, and effort estimates. - Help shape commercially sound and competitive solution offerings. - Support the positioning of the organisation as a trusted SAP S/4HANA partner. - Governance, Quality, and Continuous Improvement - Ensure consistency, quality, and compliance across S/4HANA solution designs and delivery outputs. - Contribute to the development of reusable assets, templates, and best practice frameworks. - Stay current with SAP S/4HANA developments, innovation, and relevant industry trends. - Identify opportunities to improve delivery efficiency, solution quality, and client outcomes. - Support the ongoing maturity and strategic growth of the S/4HANA practice. Key Attributes - Strong strategic and analytical thinking ability. - Deep understanding of end-to-end business processes across functional areas. - Ability to translate business requirements into practical, scalable SAP solutions. - Strong leadership and team development capability. - High level of professionalism, accountability, and sound judgement. - Excellent client engagement and stakeholder management skills. - Strong problem-solving and decision-making ability. - Commercially aware with a solution-oriented mindset. - Confident communicator with strong presentation and facilitation skills. - Ability to operate effectively in a fast-paced, client-focused consulting environment. - Commitment to quality, continuous improvement, and delivery excellence. - Willing and able to travel.

Role Description - Assisting in the configuration and customisation of SAP SuccessFactors modules (e.g., Employee Central, Performance & Goals, Learning, Recruitment, Compensation). - Participating in project workshops to gather and document client requirements. - Supporting the development of functional specifications and system design documents. - Conducting system testing, including unit testing, integration testing, and user acceptance testing (UAT). - Identifying and resolving configuration issues under guidance from senior consultants. - Documenting test results and ensuring system functionality aligns with client requirements. - Assisting with data extraction, transformation, and loading (ETL) processes. - Preparing training materials and user guides, as well as assisting in delivering end-user training sessions. - Providing post-go-live support and responding to user queries. - Maintaining accurate project documentation, including configuration guides, process flows, and issue logs. - Monitoring system performance and suggesting improvements to enhance functionality. - Keeping up-to-date with SAP SuccessFactors updates and best practices. Qualifications - Bachelor's degree in Human Resource Management, Information Technology, Commerce or related fields will be advantageous. - Experience in the Human Resource field is advantageous. - Minimum 5+ years of experience on SuccessFactors Implementation projects. - Certification in SAP SuccessFactors modules with Deltas up to date, preferably at least two certifications. - Experience in delivering end-to-end SAP SuccessFactors projects. - Experience in guiding and advising clients. - Implementation experience or a good knowledge of Performance and Goals Management and Onboarding is desirable. - Must have a strong understanding of SAP SuccessFactors Management processes and align them with client requirements. - Strong time management skills to meet project timelines and deliver high-quality deliverables. - Able to work independently and with others; self-directed; takes initiative to solve problems and overcome roadblocks. - Take ownership of staying current with the latest releases and updates on SuccessFactors modules published by SAP. - Previous pre-sales and proposal response experience is desirable. - Ability to work creatively and analytically in a problem-solving environment. Key Attributes - Strong analytical and problem-solving skills with a detail-oriented approach to provide clear recommendations and out-of-the-box thinking. - Time management, ability to prioritise and manage multiple tasks. - Excellent interpersonal and customer relationship management skills to effectively collaborate with various stakeholders at all levels. - Process-driven, with the ability to work under pressure and work under tight deadlines. - Excellent English written and verbal communication skills. - Must be able to work independently and collaborate effectively within a team. - Strive for growth, self-improvement, and continuous learning.