Global Head - SAP TRM

Overview

Practice: SAP Tax & Revenue Management

Role Purpose

• Strategy & Portfolio Leadership

• Define and execute the SAP TRM growth strategy (markets, offerings, routes-to-market, partner plays, competitive positioning)
• Own global P&L for the SAP TRM practice, including revenue targets, margin optimization, and resource utilization including development & Growth of large existing portfolio.
• Client Engagement management of wide Geographic existing client base to ensure SLA.
• Lead global enterprise pursuits (public sector frameworks, national tax authorities, sub-national revenue bodies) acting as Project sponsor.
• Drive pipeline origination with Marketing (thought leadership, events, POVs, RFP-shaping workshops)
• Build and maintain C‑suite relationships with key clients, SAP leadership, and strategic partners.
• Oversee deal governance: bid/no-bid, solution integrity, pricing strategy, commercials (T&Cs, risk allocation), and negotiation.
• Support sales cycles by providing executive‑level solution leadership, bid support, and client presentations.
• Identify new market opportunities, partnerships, and service lines.

• Delivery Excellence & Client Outcomes

• Ensure on-time, on-budget, high-quality TRM program delivery with strong controls (scope, RAID, change, IV&V).
• Anchors go-live readiness, operational acceptance, hyper care, and value realization (KPIs like collection uplift, leakage reduction, time-to-process).
• Chair Portfolio Delivery Reviews and major SteerCos; intervene early in red accounts.
• Establish standard delivery patterns: Agile/Scaled Agile where appropriate, data migration factories, test automation, DevSecOps.
• Prioritize industry use cases (e.g., Registration & Case Management, Returns & Filing, Collection & Enforcement, Risk & Compliance, Debt Management, Fraud Analytics, Real-time reporting).
• Oversee successful delivery of large‑scale SAP TRM programs, ensuring quality, budget adherence, and client satisfaction.
• Establish global delivery models, including nearshore/offshore capabilities.
• Resolve escalations, mitigate risks, and ensure consistent delivery performance across regions.

• Practice Building & Talent

• Grow and develop a global SAP TRM capability: solution architects, functional consultants, data & integration experts, test leads, program directors.
• Create a competency framework and certification plan (SAP TRM, SAP BTP, Integration, Data & Analytics, Public Sector processes).
• Sponsor communities of practice, knowledge management, and re-usable assets.
• Mentor practice leaders; succession planning for key roles.
• Recruit, mentor, and develop top SAP TRM talent across all regions, including Build structured learning paths, certification programs, and knowledge‑sharing communities.
• Foster a culture of excellence, innovation, and collaboration within the practice.

Required Experience

• 15+ years in SAP-led transformation programs; 10+ years in Public Sector revenue/tax solutions Experience leading multi‑country, multi‑million‑dollar SAP transformation programs.
• Demonstrated success in owning a P&L and closing $1M–20M+ complex pursuits (frameworks, multi-year programs)
• 5-10 years + demonstrated experience in delivering and executing Fixed price SAP programmes in public sector.
• Deep knowledge of SAP TRM and adjacent components (e.g., Public Sector Collections & Disbursements, BTP/Integration Suite, BRF+/decisioning, Analytics, Identity & Access, Data migration) is highly advantageous.
• Strong understanding of public‑sector revenue processes: tax assessment, billing, collections, compliance, case management.
• SAP Financial programme and process execution, ideally gained in a global SAP consulting practice.
• History of delivery turnarounds, executive stakeholder management (DG/Commissioner/CIO/CTO), and referenceable outcomes.
• Strong alliance leadership (SAP) and ecosystem orchestration (SI/ISV/Advisory).
• Experience with Cloud/S/4HANA modernization, data governance, cyber/privacy in public sector contexts.

Preferred Qualifications & Certifications

• SAP certifications relevant to Public Sector / TRM; SAP BTP or Integration certs a plus.
• Program/Delivery credentials (e.g., PMP, PRINCE2, SAFe) beneficial.
• Bachelor’s/master’s in information systems, Public Finance, Engineering, or similar.

Core Competencies

• Commercial Leadership: Enterprise deal strategy, shaping, pricing, and negotiation.
• Delivery Command: Complex program governance, risk management, escalation handling.
• Domain Authority: Tax lifecycle, risk/compliance, debt, digital channels, data & analytics.
• Partnering & Influence: C-level presence; strong with SAP field and product teams.
• People Leadership: Build high-performing, diverse global teams; coaching & succession.
• Strategic Thinking: Portfolio vision, GTM orchestration, investment rationale & ROI.
• Operational Excellence: Forecasting, P&L management, pipeline rigor, QBR cadence.