SAP Go-to-Market Lead, UK

About the Company

HCL Tech is a global technology company with revenues exceeding $13 billion, serving 300+ Fortune 500 clients across 60+ countries. Our SAP practice is one of the largest and most strategic within HCL Tech's portfolio, delivering end-to-end SAP transformation programmes spanning RISE with SAP, SAP S/4HANA, supply chain, finance, and industry cloud. In the UKI market, we are accelerating our SAP growth agenda with a specific focus on cloud-led transformation, RISE and Grow with SAP commercial constructs, and AI-infused delivery. We are investing in senior GTM talent to lead the charge in the market and own the commercial and thought-leadership agenda with enterprise clients.

About the Role

This is a senior, high-impact role designed for an experienced SAP sales and consulting leader who can own the GTM agenda for SAP in the UK & Ireland. The GTM Lead will be the primary face of HCL Tech's SAP capability in the market — driving pipeline, shaping deals, owning executive relationships, and working hand-in-glove with delivery and presales to design winning propositions. The role demands someone who is equally comfortable in a board room discussing digital transformation strategy as they are structuring a multi-year RISE with SAP commercial engagement. A deep personal network in the UKI SAP ecosystem — including SAP field teams, partner ecosystem, and enterprise client CxOs — will be critical to success.

Skills & Experience

• 15–20+ years’ total experience, including at least 10 years in SAP-led digital transformation sales and/or consulting.
• Proven success selling large-scale SAP transformation programmes (£5M–£50M+) to UK enterprise clients, including RISE with SAP and S/4HANA cloud migrations.
• Strong SAP consulting background, with hands-on experience in SAP delivery or consulting and a clear understanding of implementation methodologies, programme structures, and client challenges.
• Deep knowledge of the current SAP portfolio, including SAP S/4HANA across on-premise, private cloud and public cloud; SAP BTP; SAP SuccessFactors; SAP Ariba; SAP IBP; and SAP Industry Cloud.
• Solid understanding of RISE with SAP and Grow with SAP commercial models, contract structures, and SAP’s cloud-first strategy.
• Familiarity with hyper scaler platforms such as Azure, AWS and GCP for SAP workloads, including cloud hosting, infrastructure options and joint SAP-hyper scaler GTM motions.
• Awareness of SAP’s AI strategy, including SAP Joule, embedded AI capabilities, LLM platform integration, and the autonomous enterprise vision.
• Established senior network across the UKI SAP ecosystem, including enterprise clients, SAP field teams, GSIs and partners.
• Demonstrated ability to lead complex, multi-party commercial negotiations and deal structuring.

Responsibilities

• Market Ownership & Pipeline Development
• Own and drive all SAP-related GTM activity across the UKI market, acting as the primary commercial point of contact for SAP in the region.
• Build, manage and accelerate a qualified pipeline of RISE with SAP and Grow with SAP opportunities across both existing clients and new logo pursuits.
• Develop and execute an account-based GTM strategy targeting enterprise accounts across key verticals including Financial Services, Retail, Manufacturing, Life Sciences, and Public Sector.
• Maintain an active and trusted presence in the UKI SAP ecosystem, including strong co-sell relationships with SAP's UKI field and partner teams.

• Executive Client Engagement
• Lead and own CxO-level conversations with client stakeholders including CIO, CFO, COO and CPO, positioning HCL Tech as the strategic SAP transformation partner of choice.
• Develop deep understanding of client business priorities, translating these into compelling SAP transformation propositions aligned to measurable business outcomes.
• Navigate complex, multi-stakeholder pursuit cycles with confidence, managing RFP responses, commercial negotiations, and executive sponsor relationships.

• RISE & Grow with SAP Commercial Leadership
• Lead all RISE with SAP and Grow with SAP commercial engagements, structuring subscription-based, outcome-led deals that align client value with HCL Tech commercial constructs.
• Work with SAP commercial teams to co-structure deals, navigate RISE commercial frameworks, and maximise joint GTM opportunities.
• Own deal shaping from qualification through to contract signature, including scope, commercials, risk allocation, and governance.

• Collaboration with Presales & Delivery
• Work closely with presales architects and solution leads to develop differentiated, technically credible proposals and client presentations.
• Collaborate with delivery leadership to ensure that proposed solutions are deliverable, margin-accretive, and reflect HCL Tech's true delivery capability.
• Act as the commercial bridge between client expectations and internal delivery teams, ensuring alignment on scope, timelines, and commercial structures from bid through to mobilisation.

• SAP Strategy, Roadmap & AI Alignment
• Maintain deep, current knowledge of SAP's product strategy and roadmap including S/4HANA Cloud (public and private), BTP, SAP Industry Cloud, and SAP's embedded AI strategy.
• Be fully conversant with SAP Joule, SAP's generative AI copilot, and the broader SAP AI roadmap including integration with hyper scaler AI platforms (Microsoft Azure Open AI, Google Vertex, AWS Bedrock).
• Articulate HCL Tech's AI-augmented SAP delivery proposition compellingly to clients, linking SAP's AI capabilities to tangible client outcomes.
• Stay current with SAP's key strategic programmes including SAP Sapphire announcements, DSAG priorities, and SAP's autonomous enterprise vision.

• Hyper scaler & Partner Ecosystem
• Leverage strong working knowledge of hyper scaler platforms (Microsoft Azure, AWS, Google Cloud) to position SAP-on-cloud and RISE commercial options credibly.
• Build and leverage relationships across the SAP and hyper scaler partner ecosystem to identify co-sell, teaming, and channel opportunities.
• Engage with SAP's hyper scaler alliance teams to align on joint GTM programmes and client co-innovation opportunities.

HCL Tech is an equal opportunities employer.

We celebrate diversity and are committed to creating an inclusive environment for all employees.