Strategic alliances are a key part of continuing to progress the way the firm meets the ever-evolving needs of clients and markets. Global Strategic Alliances is establishing a leadership role for an experienced candidate with relevant management consulting and business development experience to help advance and operationalize our strategic partnership with SAP. This role functions as the lead working closely with the BCG's Business Applications Chapter, TDA as well as client team leadership as an external and internal-facing commercial role. While the role sits inside the Global Strategic Alliances team working directly for the Global Alliances Director, this individual will have a dotted line to and accountability for execution to TDA as well as functional PAs with close collaboration across the SAP client leadership team.
The individual will work closely with TDA and FPA MDPs supporting priority accounts, as well as other teams that engage the SAP partnership. The role will execute against the operating pillars that support a balance of outcomes across a 360-approach including enablement, brand build, business development and go-to-market to codify and scale best practices and outcomes. As BCG & SAP define and execute go-to-market propositions, this role will work to evangelize those offers throughout BCG, while aligning to firm and practice area imperatives, client team priorities and client opportunities.
This role provides direct leverage to leadership supporting the organization, strategy and development of the SAP center of excellence within BCG. In addition, there may be opportunities to engage other enterprise solutions partnerships across our ecosystem.
YOU'RE GOOD ATSeveral major components of this leadership role as the Alliances Director for SAP:
- Alliance Lifecycle -Program Management, Business Development, Go-To-Market & Revenue:
o You serve as part of key leadership team seeking to increasing Sales revenues from ERP transformation and ESG to $150m by 2025
o You lead Alliance relationship with SAP with the goal of building a practice fit to drive growth for TDA and Business Applications Chapter with application across industry and functional practice areas
o You will work alongside leadership to develop and execute the practice and SAP Center of Excellence growth agenda as it pertains to the SAP partnership and BCG's commercial objectives and partner ecosystem program agendas
o You have entrepreneurial spirit as you enjoy taking initiative and owning ideas through to execution
o You are the focal point for the "Why and How" of the SAP Center of Excellence and the SAP Alliance expert within BCG, managing business development and go-to-market motions while supporting engagements for client teams as it relates to our SAP Alliance.
o You have market skills & knowledge, deploy diplomacy and leaderships skills while charting new ways of working as an Alliance bringing diverse value exchanges to BCG through the relationship
o You maintain a passion for unpacking complex business issues and delivering sustainable outcomes across diverse audiences as well as topics
- Initiation and activation of new practice offers:
o You have the ability to build and package new differentiated offers for client teams including BCG's ambition
to drive client value through our SAP collaboration; to deliver optimization across SAP solutions; to build or reimagine BCG solutions leveraging SAPs ERP platform, ESG and other capabilities
o Bring a commercial orientation to encourage and enable client teams to seek large transformation programs extending 1+1>2 value exchange
o To forge and maintain relationships with alliance counterparts to C-level driving focus in the partnership to key priorities
o Help develop, catalog and coordinate IP for the business and best in class practice area management, while collaborating across the business to extend BCGs commercial offering
o You have proactively driven the creation and promotion of joint value propositions, messaging frameworks, solution whitepapers, client credentials in conjunction with x-firm teams, and market-facing activities - in support of a shared and diverse alliance agenda
- Ongoing Management of Existing Alliance:
o You are results driven taking responsibility to report and catalogue business insights (e.g. Opportunity pipeline, results, budgets, client wins, brand as well as capability build investments and outcomes), monitoring alliance value proposition and progress on a case-by-case basis, implementing alliance governance, and supporting existing processes as needed
o You have a desire to enhance BCG's SAP alliance playbook for repeatable success by systematically evaluating alliance experiences & learnings, capturing, codifying and bringing cross-portfolio learnings and messaging to light
o Extend codified best practices to TDA and other FPA teams where SAP is a viable enterprise player
o Represent the alliance in public forums, events and social media in a complimentary and aspirational manner
- Team management and people leadership:
o You have experience managing people and building effective teams bringing consistency across regions in a highly matrixed organization
o You will team and collaborate closely with PA leadership - including Knowledge Team & ERP topic leadership
o Over time you will mobilize capacity, contribute to squad deployment arrangements, SAP RACI modeling and deal flow
o Serve as liaison to BST leadership teams in the region and globally as required
YOU BRING (EXPERIENCE & QUALIFICATIONS)10+ years of work experience in management consulting or business development - experience working for or with technology ecosystems, major cloud and enterprise business application providers a plus
Work experience at BCG preferred
Strong knowledge of, and interest in, industry trends, technology solutions, and digital products - including analytics, AI, and business applications
Experience with complex cross-functional stakeholder identification, cultivation and management
Excellent Communicator e.g. Written and verbal skills and able to communicate new ideas that garner executive support and excitement
People management experience, strong interpersonal skills and trusted peer, advisor and team member
Bachelor's Degree; Master's preferred