Head of Deal Architecture – SAP S/4HANA & RISE

Your mission

Own and transform how Implico designs and delivers customer solutions by shifting from custom-heavy proposals to scalable, repeatable, and commercially robust offerings.

Drive deal quality, solution integrity, and predictable execution by embedding SAP Activate, clean core, and product-driven principles into every deal.

Your profile

Why This Role Matters

This is a high-impact leadership position at the core of Implico’s transformation toward a product-led, standardized delivery model.

• Direct influence on revenue quality and margin
• Critical to scaling Private Cloud and RISE-based transformations
• Enables transition from project-based delivery industrialized offerings

Includes direct LT (Leadership Team) access and high visibility with the Group CEO

Core Responsibilities

1. Deal Ownership & Pre‑Sales Leadership

• Own end-to-end deal architecture across all major opportunities and RFPs
• Translate complex customer requirements into clear, structured, executable solutions
• Challenge deal scope and enforce:
  • Fit-to-standard approach
  • Reduction of unnecessary customization
• Lead solution qualification and shaping with Sales and partners

2. Solution & Offer Design

• Design integrated end-to-end offerings across:
  • Consulting (implementation)
  • Products (SDM / RFNO)
  • Managed Services
• Define:
  • Scope, deliverables, and assumptions
  • Dependencies and risks
  • Target architecture (Private Cloud, BTP, integrations)
• Ensure alignment with:
  • Product strategy
  • Clean Core principles
  • SAP Activate methodology

Aligned with Implico’s consulting model of solution design, advisory, and quality assurance ownership

3. Commercial Responsibility

• Own deal economics end-to-end
  • Pricing models
  • Margin targets
  • Commercial structure
• Ensure transparency on:
  • Fixed price vs T&M risks
  • Assumptions and delivery exposure
• Drive commercially viable and scalable deal structures

Direct impact on internal focus areas such as margin calculation, tracking, and reporting

4. Industrialization & Scale

• Build and institutionalize:
  • Standardized offerings and packages
  • Proposal templates and accelerators
  • Reference architectures
• Improve:
  • Reuse across deals
  • Proposal speed and efficiency
• Eliminate:
  • One-off “hero deals”
  • High dependency on bespoke solutions

Supports Implico’s strategy of standard delivery and operational excellence

5. Cross-Functional Integration

• Act as the central orchestration point across: Sales

  • opportunity shaping

  Consulting+ delivery validation

  Product & Engineering+ feasibility & roadmap alignment

  Managed Services+ lifecycle integration

• Ensure:

  • Proposal = executable delivery model
  • Risks addressed early (especially in Explore phase)

Fully aligned with Implico’s positioning of Consulting as solution architect, advisor, and quality gate.

???? KPIs

• Win rate
• Proposal margin vs delivery margin (variance)
• Reuse rate of standardized components
• Proposal cycle time
• Conversion from qualified pipeline to signed deals

Profile & Experience

Must-have

• Proven experience in:
  • SAP S/4HANA / RISE deal shaping and pre-sales
  • End-to-end solution architecture ownership
  • Large deal proposals (€1M+ complexity typical)

Deep understanding of: SAP Activate (especially Explore* + Realize integration) + Private Cloud and BTP-based extensibility

• Strong commercial acumen (pricing, margin, risk)

Differentiators (High Value)

• Track record in building repeatable offerings and GTM packages
• Ability to enforce fit-to-standard vs customization mindset
• Strong stakeholder management across Sales, Delivery, Product, and Engineering

**Positioning