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Thứ Năm, 18 tháng 7, 2013

BI Competency Center Lead, North America - SAP AG - United States

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The BI & BW Practice Lead will serve as a critical change agent for the BI & BW consultancy. The role requires excellent planning, communication, and management skills, as well as providing executive presence in strategic sales cycles.

Specific areas of focus include the ability to Strategize, Facilitate or Enable across six areas:

Service Portfolio

Define/market/sell the BI & BW Service Portfolio of Services.

Align with the Market Unit Services leadership and Client Partners on key GTM offerings.

Develop and manage the execution of the BI & BW Practice Plan in NA


Support the Business Analytics SSEMs in market unit in NA and proactively drive demand and pipeline for BI & BW in each MU.

Work with the NA Client Partners and MU leadership to ensure they are equipped with the necessary sales collateral to execute the BI & BW go-to-market plan as defined

Support strategic deals with domain leadership. Be acknowledged as the key contact for BI & BW Services in NA

Scope large deals and work on a QA basis to ensure that Delivery can successfully deliver what is being sold

Ensure internal and external success stories are collated and communicated

Align with the BI & BW license teams to support larger license deals

Run customer workshops as necessary and help to build credibility inside a customer in key GTM offerings


Conduct Ramp-Up planning and support for SAP BI & BW solutions in NA

Liaise with Product Group

Create roadmap awareness


Work with the Market Units to align the BI & BW GTM strategy with existing and required headcount

Perform NA resource capability management and planning (i.e., Skill Gap Plans)

Work with the BAS talent development team to ensure that all required education materials are developed and rolled out in support of the GTM strategy

Enable Knowledge Management identification, codification, cleansing, and mass re-use of IP within the BI & BW Practice. Accept the position of Knowledge Champion for BI & BW in NA.

Work with Customer Care, Product and Delivery organizations to identify issues leading to BI and BW escalations in North America. Work pro-actively with these organizations to create remedial solutions and approaches.

Liaise with BI Global team for the creation consultant enablement plans.

Role requires an agile approach for being successful.

Need to be able to handle multiple accounts simultaneous as well as being sales focused with solid delivery knowledge

Ability to bridge the sales and delivery divide is extremely very important

Partner Ecosystem

Work with the Market Unit Leaders to establish a partnering strategy and community to support the BI & BW suite within NA

Support the use of partners to support the growth of emerging markets

Global Delivery

Service identification and offering creation

GD coordination

Methodology and work-package creation


Achieve set targets for productive utilization. Proactively work to ensure target revenue and cost targets are met

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following -- Other duties may be assigned:

Define priorities and provides direction and support to the virtual practice personnel

Help with the management and coordination of all Competency area activities

Manage regular Competency area communication

Provide KPIs for Competency area

Act as BAS delivery contact point for PM, CSA Ramp Up


Does this position have hire/fire authority? No

Annual Budget Responsibility ($): No

Number of Employees Supervised: 7- 10

Number of Subordinate Supervisors Reporting to This Job: None

List All Job Titles that Report to This Job: Consultants, Senior consultants, platinums


Head of SAP Business Analytics NA

Head of Practices & Programs, SAP Business Analytics & HANA Services NA

SAP Business Analytics Services MU Leaders Managing Principles etc

SSEMs, Client Partners, License Sales Execs and others with sales responsibility

SAP Consulting Practice Directors/Managers/Leads

BI & BW Consultants

Global Practice Leader - BI & BW

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.

The lead will have a strong background in the Business Intelligence & Data Warehouse topic and be experienced in selling and delivering the services around pre-packaged enterprise software. Detail knowledge in most of the SAP BI & BW applications is ideal, especially when coupled with services sales and delivery experience. From a technical perspective the candidate should be able to discuss IT architectures at a high level although functional expertise of the solutions and how they can drive value for customers is most relevant.

A knowledge of SAP ERP is also preferred as the candidate will need to build credibility in the SAP community around deploying BI & BW in the SAP environment. A good understanding of the SAP landscape and knowing where the BI & BW applications can add value will be critical.

Strong networking and communication skills are an absolute must and the candidate will have experience presenting and communicating at the highest levels.

Finally, the role demands visionary thinking as the creation of NAs go-to-market plan for BI & BW is included among the responsibilities.



10+ years experience

Experience in landscape design, build, and tuning that includes all of the following:

Architecting landscape solutions across ECC, Netweaver, BW, HANA, and BusinessObjects platforms

Fully versed with the SAP Solution Manager and associated landscape management tools

Experience in designing, writing, and implementing Landscape strategies, Transport Management strategies,

Experience in designing, writing, and implementing complete business continuity strategies (back-up, recovery, high availability and disaster recovery)

Full life cycle implementations (from Blueprint to Go-Live) involving but not limited to ECC, Netweaver and BW

A degree in computer science, engineering or a related field

Strong understanding of the functionality of SAP BI, BW and HANA solutions

Experience in selling and delivering SAP BI & BW services


Well connected with SAP Product Development (BI & BW) and Global Practice Leadership (BI & BW)

Practical experience in Business Intelligence & Data Warehouse business practices (external to SAP)


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