Director/Manager Business Development & Go-to-Market Strategy (SAP)

Role Overview

We are seeking a strategic, results-driven business development leader to drive revenue growth, market expansion, and strategic partnerships for SAP solutions and enterprise digital transformation services.

The ideal candidate will have extensive experience in enterprise SAP/ERP sales, business development, strategic account management, and go-to-market (GTM) strategy, with a proven ability to build sales pipelines, acquire new customers, develop channel partnerships, and establish long-term CXO-level relationships.

This role will be responsible for defining and executing business growth strategies, expanding Saraca Solutions' presence across target industries and geographies, strengthening SAP ecosystem relationships, and building a scalable business development engine to achieve sustainable revenue growth.

Key Responsibilities

1. Business Development & Revenue Growth

• Develop and execute business development strategies to achieve revenue, profitability, and customer acquisition targets.
• Drive new customer acquisition for SAP solutions, including SAP S/4HANA and related ERP and digital transformation offerings.
• Identify new business opportunities across enterprise and mid-market segments through direct sales, strategic alliances, referrals, and channel partnerships.
• Build and manage a strong sales pipeline, ensuring effective opportunity qualification, forecasting, and deal conversion.
• Lead complex enterprise sales cycles, including discovery, solution consulting, proposal development, commercial negotiations, and deal closure.
• Develop strategic relationships with CXOs, business heads, IT leaders, and other key decisionmakers.

2. Go-to-Market (GTM) Strategy & Market Expansion

• Define and implement comprehensive GTM strategies for SAP solutions and digital transformation services across target markets and industries.
• Identify high-potential industry verticals, customer segments, geographic markets, and emerging business opportunities.
• Develop ideal customer profiles (ICPs), buyer personas, value propositions, competitive positioning, and differentiated messaging.
• Design market-entry and expansion strategies for India and international markets, based on market potential and business priorities.
• Create structured GTM plans covering demand generation, lead acquisition, channel development, sales execution, and revenue realization.
• Collaborate with marketing teams to develop targeted campaigns, account-based marketing initiatives, customer engagement programs, and thought leadership activities.
• Establish GTM performance metrics, including pipeline contribution, customer acquisition, conversion rates, sales cycle, and revenue growth.
• Continuously assess market trends, customer requirements, competitor offerings, and SAP ecosystem developments to refine GTM strategies.

3. SAP Ecosystem & Strategic Partnerships

• Build and strengthen relationships with SAP partner teams, channel partners, technology alliances, and complementary service providers.
• Identify and develop strategic partnerships to expand market reach, generate qualified leads, and accelerate deal acquisition.
• Align business development initiatives with relevant SAP partner programs, solution portfolios, and market opportunities.
• Work closely with SAP and internal solution teams to develop differentiated customer offerings and joint business opportunities.
• Establish partnership-led growth initiatives, referral models, and collaborative sales programs.

4. Strategic Account Management & CXO Engagement

• Develop and execute strategic account plans for key enterprise customers and high-value prospects.
• Build trusted relationships with senior stakeholders to identify business challenges and position SAP solutions around measurable business outcomes.
• Lead executive presentations, business case discussions, solution demonstrations, and strategic negotiations.
• Drive account penetration, cross-selling, upselling, and long-term customer relationship development.
• Ensure alignment between customer business objectives and proposed ERP and digital transformation solutions.

5. Sales Leadership & Performance Management

• Establish business development goals, sales operating plans, pipeline targets, and revenue forecasts.
• Monitor sales performance through CRM dashboards, pipeline reviews, conversion metrics, and business reviews.
• Develop repeatable sales processes, qualification frameworks, account planning methodologies, and opportunity management practices.
• Collaborate with pre-sales, solution architects, delivery, marketing, and leadership teams to improve sales effectiveness.
• Support the development of high-performing sales teams through coaching, mentoring, and performance management, as applicable to the organization's structure.

6. Solution Consulting & Deal Strategy

• Translate customer business requirements into compelling SAP solution propositions and value-driven business cases.
• Oversee the development of proposals, RFP/RFI responses, presentations, pricing strategies, and commercial models.
• Lead strategic deal planning, competitive positioning, negotiation strategies, and contract closure.
• Ensure effective coordination between sales, pre-sales, and delivery teams to establish feasible commitments and successful project transitions.

7. Market Intelligence & Business Planning

• Conduct market research to identify growth opportunities, customer demand, competitor positioning, and industry trends.
• Develop annual business plans, revenue projections, territory plans, and strategic growth initiatives.
• Identify emerging SAP offerings and digital transformation opportunities that align with customer needs and company capabilities.
• Provide management with regular updates on pipeline health, market development, strategic accounts, and growth performance.

Requirements

• 12+ years of experience in IT sales, SAP/ERP sales, enterprise business development, or digital transformation services, with relevant leadership experience.
• Demonstrated success in driving enterprise customer acquisition, revenue growth, strategic partnerships, and complex B2B sales.
• Strong understanding of SAP solutions, particularly SAP S/4HANA and the broader ERP ecosystem.
• Proven experience in developing and executing go-to-market strategies, market expansion plans, and strategic account growth initiatives.
• Experience working with SAP channel partners, technology alliances, or enterprise software ecosystems will be an advantage.
• Strong understanding of consultative selling, solution positioning, value-based selling, and enterprise sales methodologies.
• Ability to engage and influence CXO-level stakeholders and build long-term strategic relationships.
• Excellent leadership, communication, negotiation, presentation, and stakeholder management skills.
• Experience in sales pipeline management, forecasting, CRM utilization, and performance measurement.
• Ability to collaborate across sales, marketing, pre-sales, delivery, and partner teams to achieve business objectives.
• Strong commercial acumen, strategic thinking, and a results-oriented approach.

Key Performance Indicators (KPIs)

• Revenue growth and achievement of annual sales targets.
• New customer acquisition and qualified pipeline generation.
• GTM execution effectiveness and conversion of target-market opportunities.
• Growth in strategic accounts and enterprise customer relationships.
• Contribution from SAP channel partnerships and strategic alliances.
• Sales pipeline coverage, forecast accuracy, and deal conversion rates.
• Market expansion and penetration across identified industry verticals and geographies.
• Average deal value, sales cycle efficiency, and profitability.
• Effectiveness of cross-functional collaboration and business development initiatives.

Why Join Saraca Solutions?

• Opportunity to lead strategic business growth within the SAP and enterprise digital transformation ecosystem.
• Ownership of GTM strategy, market expansion, customer acquisition, and strategic partnerships.
• Opportunity to build and scale business development capabilities in a growing technology organization.
• Competitive compensation with performance-based incentives.
• Career growth, leadership exposure, and opportunities to develop strategic relationships across the SAP ecosystem.