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Regional Delivery Executive Job

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Date: Aug 23, 2019

City: Mumbai, MH, IN

Company: SAP



Requisition ID: 213669
Work Area: Consulting and Professional Services
Expected Travel: 0 - 70%
Career Status: Professional
Employment Type: Regular Full Time

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.


The Regional Delivery Executive (RDE) is a senior professional with deep (18+ years) program delivery experience. They need to have a much higher skill level when it comes to executive communications, stakeholder management and a solid understanding of the legal and commercial aspects of working with customers, particularly in distressed engagements. The overall objective for the role is to lead delivery excellence by consistently meeting our customer commitments by understanding their needs, packaging our solutions that drive measurable business value within agreed-timelines and budgets.


The Regional Delivery Executive has the qualification, experience and business acumen to manage multiple large scale, high risk, projects, programs and engagements that span organizational and national boundaries including multiple business units and multiple service partners/vendors.   This position has a high level of responsibility and exposure within SAP, the industry, and our market leading customer. They are a senior professional with an entrepreneurial mindset and business acumen as needed for this challenging role.


They reinforce enterprise knowledge management through the communication of engagement, portfolio and program lessons learned and delivery excellence practices development. There are 3 focus areas of the Regional Delivery Executive:


  1. Prevention: A champion for Delivery Excellence and Adoption through Continuous Improvement programs:
  • Contributes as an expert in the Communities
  • Drives knowledge sharing across our delivery organisation with a focus on Lessons Learned
  • Actively supports knowledge management activities
  • Coach, mentor and develop DBS delivery teams across APJ


  1. Correction:
  • Develop corrective plans on engagements identified as Early Warning
  • Provide Governance and Thought Leadership to turn around a delivery engagement at risk of progression to escalation


  1. De-Escalation: Project / Engagement Escalations and Recovery
  • Intervein, support and guide running de-escalations as needed across the region
  • Manage senior stakeholders through the full escalation lifecycle
  • Limit litigation and commercial liability through recovery activities


The Regional Delivery Executive is a key resource that is deployed to drive program success, in particular within programs experiencing escalations, de-escalations and recovery activity. Typically, they are engaged in a number of client programs/ projects at any one time across a number of clients.  Given the nature of the role, it is anticipated that the individual will need to travel extensively, up to 70%, and will likely be travelling across Asia Pacific Region.  Given their focus working on complex projects within diverse customer environments, they will be skilled communicators with highly developed stakeholder management and influencing skills.  They will have the gravitas and experience to work in partnership with clients to drive project outcomes successfully, with the ability to advise and push back when required.



Key Responsibilities & Tasks


Key Areas of Responsibility and Tasks

Opportunity Management

  • Define appropriate delivery model for customer project/program/portfolio as a composition of pre-defined services, on-site and/or remote delivery – including Max Attention Next Generation
  • Work with Solution Centre and Bid Management teams to scope and estimate the engagement and its component projects/programs
  • Determine required resources for the engagement
  • Assess, document and communicate risk for the engagement
  • Position SAP Activate as delivery methodology for the projects/programs or portfolio of projects



  • Lead and own engagement-planning and program-planning activities
  • Oversee the delivery of multiple projects related to successful engagement or program execution.
  • Own the engagement and program plan and be responsible for delivery of its major elements including program’s business objectives, scope and solution within quality criteria, on time and budget.
  • Translate generalized customer business goals and objectives into concrete strategy and tactical delivery plans for the engagement or program.
  • Define strategic objectives of large and complex programs, benefits realization plans of large programs including KPIs to be delivers
  • Execution of the program plan and ownership of program success in front of SAP leadership team including customer and partner satisfaction, SAPs program finances, resources, SAP’s intellectual capital etc.
  • Evaluate complex situations accurately and identify viable solutions that create successful outcome for the customer.
  • Experience in delivering SAP primed Fixed Price (FP) and Time and Material (T&M) engagements and understanding the delivery model and effective Governance that needs to be in place to support the delivery model
  • Active risk management, implement and maintain an ongoing risk and quality management framework,
  • Assurance of active executive sponsorship at client side, engaging proactively to maintain control of the customer dialog
  • Build proactive formal and informal communication/relationship with key stakeholders outside of key stakeholders – increase coverage
  • Contract management in relation to client, SAP internally, subcontractors and suppliers (including, contracting, work with procurement, internal organizations, contract change management etc.) jointly with SAM, legal, contact and negotiation and sales colleagues,
  • Resolve political, resource, budgeting, change and legal issues affecting the program.
  • Proactively manage program stakeholder satisfaction to position and secure customer reference and success story.
  • Maximize use of near- and offshore delivery by SAP and its partners to achieve cost advantages for the client and SAP.
  • Maximize use of multiple SAP LoS such as SDC, GCD, BTS, IBSO, AMS, ES and Education to maximize value for the client and cross-sell SAP Services and Products.
  • Interface with internal functions (e.g. DMO, Controlling, GRC, MCC) to ensure visibility and transparency of results.
  • Engage with SSP, SSEM, Customer Success Team if applicable to ensure P&L targets and KPI's are achieved.


Sales and Business Development

  • Close work with SAM, SSEM, GAD and product sales colleagues on large bids and proposals for new business.
  • Oversee and lead the development of proposals, tenders, and or responses to requests for proposals associated with the program in order to win new deals for SAP with minimal risks.
  • Establish and maintain credible relationship with senior customer buyers and form joint plan of action with sales colleagues.
  • Set-up and deliver Premium Engagement services under the MaxAttention Next Generation Agreement.
  • Set-up and maintain value partnership (by using BTS services) in order to support client’s business case and benefits model.
  • Ensure good fit and balanced of the risk portfolio of new opportunities combined with ongoing delivery projects


Coaching & Mentoring

  • Through all Delivery Engagements, serve as mentor / advisor / decision-maker to project managers for the program for issues related to corporate politics, external politics, client relations, project quality, and project risk.
  • Oversee effective engagement oversight and reviews to influence customer success.
  • Takes responsibility from time to time as team lead and supports respective line manager(s) in people development tasks


Knowledge Management

  • Maintain program documentation and updates; analyze lessons learned and actively share through the Communities, Solution Centre, and Start Up Service for utilization on future delivery engagements
  • Organize knowledge capturing activities at programs and ensure retention on high quality intellectual capital for SAP Field Services practices.
  • Participate in the development of project / program management best practices, examples, templates and SAP’s Program Management Methodology


Competencies and Skills / SAP Values

  • Experience in several industries and the industry the customer belongs to (core processes and trends of the industry) is a plus
  • Excellent understanding of SAP solutions and of the consulting business processes and functions.
  • Highly developed business acumen.
  • Liaison and consultative skills: negotiating skills within a context of high political sensitivity and conflicting interests.
  • Strong writing, mentoring, decision making, communication, and meeting facilitation skills; ability to utilize a combination of formal authority and persuasion skill sets.
  • Ability to train, mentor and develop program managers and project managers in project management methodologies and their application through use of the Communities.
  • Knowledge of the strategic and operational issues of engagement management, program management and project management.
  • Demonstrated ability in managing internal and external client expectations on program requirements and deliverables.
  • Proficiency in key project management knowledge areas of project integration management, scope management, time management, cost management, quality management, human resource management, communication management, risk management and procurement management.
  • Proficiency in key program management knowledge areas of Program Management Lifecycle, Benefits Management (Value Management), Program Governance, Stakeholder Management, and Integration Management
  • Knowledge and competency in program management related areas of Knowledge Management, Portfolio Management, Organizational Change Management, and Deployment Management
  • Adaptability and flexibility to manage deadline pressure, ambiguity and change.
  • Exceptional leadership, organizational and interpersonal skills; the ability to work well with people from different disciplines with varying degrees of technical experience; competence in clear concise and tactful communication with senior executive management, clients, peers and team members.
  • Ability to manage in a matrix environment.


Experience & Educational Requirements

Experience & Language Requirements

Functional Experience

  • 18+ years of transformational program management across large, complex programs which include P&L management of large engagements
  • Proven experience in successfully leading cross functional teams without authority / in a matrix
  • Proven experience with engaging C-level customers
  • Proven to successfully operate and align across internal and external stakeholders on various levels
  • Strong IT/Software industry background is an advantage
  • Demonstrated experience in managing issues, scope and quality while bring projects to successful completion within the cost and time requirements


Management and Leadership Experience

  • Strong stakeholder management and influencing skills
  • Focus on Customer Satisfaction
  • Strong negotiation skills
  • Knowledge of financial, competitive, regulatory environment
  • Excellent Commercial and Legal Awareness
  • Understand Legal and Commercial ramifications
  • Extensive experience in managing customers, partners as well as internal resources
  • Management experience of medium to large size and multilayered teams is desirable
  • Management of remote resources and strong interdisciplinary orientation
  • Cultural awareness and experience working across different cultures and nationalities
  • Strong interpersonal skills with advanced networking capabilities and business development skills
  • Strong leadership and people management skills are desirable      
  • Building sophistication around technical and business strategy setting
  • Building sophistication around driving cross-functional management teams
  • Show financial and business acumen across LOBs
  • Show high growth potential


Soft Skills

  • Highest level of Stakeholder management and influencing skills
  • Effective Story Telling
  • Managing expectations, conflicts and escalations
  • Proven C-suite influence and engagement
  • C-Level Communication & Presentation
  • Meeting Moderation & Facilitation


Mentoring and Coaching

  • Lead by example
  • Mentoring
  • Sharing and incorporating lessons learned
  • Ability to coach and teach others
  • Lead others to high performance


Commercial and Sales

  • Consultative Selling underpinned with strong Sales Process Acumen
  • Account Planning and Management
  • Pipeline / Opportunity Management
  • Customer Satisfaction/ net promoter


SAP Specific Expertise

  • Overall SAP Corporate Strategy and SAP Product Strategy Knowledge
  • 4 Panel framework practitioner
  • SAP Reference Program
  • Overall SAP Service & Support offerings
  • Knowledge of the latest SAP Strategy and SAP DBS Strategy and their related pillars including the capability to discuss this with the customer


SAP Product Knowledge. Advanced knowledge of:

  • SAP Cloud Solutions (e.g. Leonardo, Hybris, Fieldglass, Ariba, Concur, SuccessFactors, SAP Cloud Platform)
  • SAP Next Generation solutions and services On-Premise and Cloud (e.g. S/4HANA, Model Company, Fiori (Mobility, UX))
  • Industry Solutions (in related Practice area)
  • SAP Product Roadmap (in related Practice area)

International Experience

  • Solid experience in international implementation experience is a must
  • Expected Travel 0-70% mandatory
  • Regional Focus


Industry Experience

  • Experience across multiple Industries is required
  • Industry focus is mandatory (Domain expertise in at least 2 industries or sectors)



  • English: Fluent
  • Fluency in additional languages a distinct advantage





  • BE/BSc/MBA
  • Master’s degree, preferably in commerce, engineering, information technologies is desired

Professional Training & Certification

  • Prince2 Practitioner, PMP or PgMP certification and /or other industry and project management certifications


Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

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