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Industry Solutions Principal, Wholesale Distribution

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Position Description:

The SAP Industry Solution Principal (ISP) for Wholesale Distribution 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 sales and delivery process. In this capacity, the ISP is responsible for the continuing development of their respective industry solution portfolio, including but not limited to: software demonstration systems, supporting implementation services proposals, SAP vertical solution qualification, industry training of both sales and delivery resources, partnership development and marketing support. Additionally the ISP will perform Quality Assurance audits in support of industry-relevant client implementations to monitor quality of industry solution delivery, identify new market requirements and incorporate the continued development of industry best practices process models. The ISP will take a solution leadership role in both software and service sales pursuits including responsibility to identify and develop customer-specific value propositions; secure, educate and coordinate sales support team resources; and contribute to the overall success of the software sales opportunity by sharing industry, functional subject matter expertise and SAP product knowledge with the software Account Executive in the development of sales qualification, strategy and execution. A key role of the ISP is to cultivate professional relationships with clients, industry analysts / thought leaders and SAP in order to promote & market the NTT DATA Business Solutions industry solution and expertise, secure sales leads and contribute to the continuing development of industry specific solution enhancements. The ISP will be responsible for continuing personal development and education regarding industry trends, key performance indicators and best practices as well as industry relevant SAP product knowledge and the incorporation of new SAP functionality with appropriate industry application into the demo and delivery systems. The ISP with the respective Account Executive will be considered responsible for the successful planning & execution of the software and/or services selection sales cycle.

As the industry solution principal for wholesale we expect for you to have knowledge of business processes withing the wholesale distribution space. This includes knowledge in customer service order automation, complex order fulfillment programs, procurement / merchandising, vendor cost recovery programs and beyond. Working knowledge of these processes at multiple wholesale distributors is idea. Deep experience in SAP logistic processes especially order management is highly desirable.


Duties and Responsibilities:

Team Leadership – Strategic Sales Pursuits and Strategic Projects

  • Coach and mentor software & service sale support team(s) including Solution Engineers, Consulting Managers and consultants regarding industry and customer-specific value propositions, key industry process value chains and relevant SAP functionality.
  • Proactively contribute to the effective development and deployment of account strategy through ongoing collaboration with the Account Executives.
  • Assist in the design and development of the internal global SAP demo system environment.
  • Ensure collaboration takes place with all players in NTT DATA Business Solutions and beyond.

Industry Solution Ownership and Development

  • Develop, deliver and secure approval of annual business plan for respective industry solution portfolio for wholesale distribution.
  • Identify industry-specific value proposition including drivers, trends, key performance measures, return-on-investment and technology advancements.
  • Develop an industry-specific SAP software demonstration & delivery system that addresses key process value chains, incorporates industry-specific functionality and identifies unique role requirements and responsibilities.
  • Audit industry-related client implementations to ensure industry solution quality, measure value, identify market requirements and incorporate new best business practices.
  • Obtain input regarding future industry requirements via tools such as ASUG

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.
  • Build a trusted partnership with SAP at the industry level generating collaborative joint business-benefit.
  • Establish credibility and relationships with client decision makers.
  • Facilitate pre-sale to post-sale account transition - ensuring proper and consistent communication with customer and the implementation delivery team.

Marketing Support

  • Provide industry, business process and SAP product knowledge to marketing organization in the development of various collateral and literature
  • Provide presentation content and software demonstrations in support of marketing events as delivered through various media.

Personal Development

  • Continue to expand personal knowledge of industry / business trends and SAP product offerings.
  • Develop and implement a personal training plan to facilitate ongoing growth and professional development.
  • Contribute to NTT DATA Business Solutions, Inc. growth objectives by providing mentoring to new employees or existing employees in new job roles.
  • Provide industry-training to other NTT DATA Business Solutions personnel.


  • Vertical Industry knowledge in Wholesale Distribution
  • SAP Vertical Solution Offering
  • ROI and key performance metrics
  • ERP Market
  • eComemrce and Customer Experience
  • Customer Service and Order Management
  • Supply Chain Solutions
  • Technology
  • Business Issue Awareness from executive perspective
  • Team Selling Dynamics
  • SAP Competition
  • Implementation Partner Dynamics
  • Cost benefit analysis
  • Strategy determination and execution


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


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


Position Requirements/Qualifications:

Experience: Minimum of 10 years of prior success and experience in respective industry performing job roles in business functional area(s) and/or information technology while leveraging commercially available enterprise software applications. - 5 or more years experience with SAP software preferred. Proven ability to effectively identify & communicate key industry objectives / drivers / trends and the corresponding value proposition of enterprise software to address industry challenges. A demonstrated and recognized ability to coach, mentor and lead in a virtual sale team consisting of employees and partners . Extensive knowledge regarding implementation methodologies and the all inclusive tools and benefits.6 or more years of SAP software implementation skills and experience.


Education: Bachelor’s degree or equivalent required. Advanced degree preferred. Successful completion of all training related to successful delivery and execution of the software sales cycles, including, but not limited to internal training session delivered by consultants, external SAP industry, product or sales methodology training, and other courseware pertinent to sales success at NTT DATA Business Solutions.



Thank you for your interest in NTT DATA Business Solutions! We are thrilled to offer an exceptional compensation package that includes competitive salaries, comprehensive health and dental benefits, Flexible Paid Time Off, 10 paid holidays, a 401k plan, and remote work opportunities, among many other fantastic benefits


We take great pride in our firm's high-growth trajectory and are always on the lookout for top talent to join our team.  We encourage you to consider becoming a part of our dynamic and innovative organization. Thank you for your interest, and we look forward to hearing from you soon!


Please note that employment with NTT DATA Business Solutions is subject to the successful completion of a satisfactory background check, and we participate in E-Verify. We kindly ask that all applications be submitted directly and not through third-party agencies.


The annual base compensation range for this role will be $169,518 - $244,914.  The exact compensation at which this job is filled will be determined by a number of factors including but not limited to organizational needs and the qualified candidate’s skill set, certifications, and experience.

We transform. SAP® solutions into Value

Home-based, US

Mar 31, 2024

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