SAP Go-to-Market Lead, UK

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., Market Ownership & Pipeline DevelopmentOwn 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 EngagementLead 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 LeadershipLead 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 & DeliveryWork 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 AlignmentMaintain 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 EcosystemLeverage 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.

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.

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.