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.  In this capacity, the ISP is responsible for the continuing development of their respective industry solution (it.solution), including but not limited to: software demonstration systems, 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, measure the client’s return-on-investment, 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 Inc. 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 will be assigned to software and/or services sales pursuits by the Director of Sales Support and with the respective Account Executive will be considered responsible and accountable for the successful planning & execution of the software and/or services selection sales cycle.

Duties and Responsibilities:  

Industry Solution Development

• Develop, deliver and secure approval of annual business plan for respective industry solution(s).
• 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

Team Leadership

• 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 Inc., including our 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 - ensuring proper and consistent communication with customer and the implementation delivery team.
• Prepare and present pre-determined set of documentation to the assigned project manager

Sales Methodology & Process Development

• Actively participate in the continuous business process improvement of the NTT Data Business Solutions Inc. software sales methodology and processes including but not limited to the development of supporting roles, responsibilities, documentation and tools.
• Collaborate with Consulting Managers in the development of an industry solution implementation methodology that leverages pre-defined configuration of best practices, complementary software interfaces and NTT Data Business Solutions Inc.-developed functional extensions.
• Inspire and motivate all staff in NTT Data Business Solutions Inc. to be aligned by industry solution

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.

Administrative Management

• Provide accurate and timely updates to all sales support documentation
• Accurately maintain calendar of support activity on an ongoing basis.
• Comply with all NTT Data Business Solutions Inc. personnel, sales, proposal and contract policies.

• Adhere to travel and expense policies and complete all travel and expense claims in an accurate and timely manner.

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., 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 Inc. personnel.

Measures:

Industry Solution Development

• Approval of annual industry development plan with supporting budget and resource plans.
• Completion and/or annual update of solution SAP qualification documents including but not limited to: ad-hoc marketing content, Internal Sales Primer, Business Plan, Marketing Plan, Demo Scripts, Solution Blueprint, training material and end-user documentation.
• Development of customer success stories including ROI benefits and related value statements.
• Design and coordinate the delivery of  industry-specific software demonstrations to the approval of clients, prospects and SAP as validated via SAP formal qualification and win / loss reports.
• Development and deliver of training program for Account Executives, Consulting Managers and consultants.
• In collaboration with respective Consulting Manager, establishment of central development system to support the productive and quality-oriented delivery of industry solution installation kit to new clients such as LSMW routines and role management
• Documented quality assurance reviews associated with industry-related client implementations.
• Enhance and improve quality review delivery processes

Team Leadership

• Feedback by employees regarding effectiveness of coaching & mentoring
• Consistent execution of sales cycle due to industry-specific value statement, proper alignment of sales support resources and adherence to sales process / methodology.

• Successful collaboration with Account Executive in the development and execution of winning sales strategies, as measured by win/loss report.
• Effective contribution during account plan review sessions with documented insights and perspectives on how to win the software sales opportunity.

Relationship Management

• Level of teamwork and quality of working relationship with the Account Executive and Sales Support team.
• Client satisfaction regarding industry knowledge, business acumen and delivery on commitments during the sales cycle as communicated during win/loss reporting.
• Mutually beneficial relationship with partners as measured by frequency and quality of joint delivery efforts.

• Establish network of executive sponsors per given account as documented in Strategic Account Plan.
• Develop relationships with key SAP staff both in the US and in Germany to ensure joint ventures regarding the development and improvement of industry solutions

Sales Methodology & Process Development

• Personal contribution to process definition and supporting document content.
• Solicit and provide feedback from sales team associated with active sales cycles regarding improvement opportunities

• Consistent execution and compliance with defined process regarding opportunity qualification and allocation of resources.

Marketing Support

• Feedback from marketing personnel regarding support of marketing initiatives regarding collateral and events.
• Quality of Marketing content and deliverables as measured by marketing department, SAP and analysts.
• Suggest marketing opportunities to marketing team based on vibes out in industry

Administrative Management

• Timely updates to all sales support documentation
• Maintenance of calendar to provide visibility of support activity as verified by Sales Management team.

• Timely and accurate compliance of travel and expense reporting as verified by Accounting Department.

Personal Development

• Completion of development objectives as defined in annual performance review

• Feedback from sales & delivery personnel quality of industry training activity.

• Feedback from NTT Data Business Solutions Inc. & partner community regarding mentor willingness & effectiveness in sharing product / industry expertise.
• Feedback from new personnel regarding mentor and coaching skills

Contacts:

Internal Integration

• Executive Management
• Account Executives
• Solution Engineers
• Industry Solution Principals
• Consulting Managers
• Implementation Consultants
• Solution Architects
• Marketing
• Training

External Alignment

• Customers
• Prospects
• SAP
• Analysts
• Business Management, Implementation & Software Partners

Knowledge:

• Vertical Industry knowledge
• SAP Vertical Solution Offering
• ROI and  key performance metrics
• ERP Market
• 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

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

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 Inc..