General Manager & Vice President, SAP

Pivotree - Toronto, ON (18 months ago)

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eCommerce is the only trillion-dollar industry experiencing double-digit year-over-year growth. Online retail sales are tracking to 10% CAGR and more than 50% of total retail sales in 2018 were digitally influenced. If estimates are accurate by 2021 eCommerce will reach $4.8 trillion, more than double 2018’s $2.3 trillion in just 3 years. These figures alone are compelling, however coupled with the estimate that less than 15% of retail sales are currently done online leads us to believe that the eCommerce industry and its convergence with physical retail technology will be a dynamic, lucrative market for many years to come.

The current rate and magnitude of technological change places our clients at a crossroads:
keep up or get left behind. We see the vast and complex relationship between commerce, technology and people and how it might connect us more deeply and meaningfully in the future. The journey to that great ambition, however, will not be linear or quick. It will require constant course correction and vigilant adaptation to an ever-changing technological landscape. We help merchants, manufacturers, retailers and lifestyle business ADAPT RELENTLESSLY.

Pivotree architects, builds, hosts and manages a wide range of commerce experiences for well-known domestic and global brands. Customers turn to Pivotree as their trusted partner when they want to grow revenue, increase online and in-store traffic, improve customer experience, grow a loyal customer base, achieve operational efficiencies, and higher profits.

Pivotree is a privately-held and venture backed company with an aggressive growth objective including strategic acquisitions. 2018 was a transformational year for Pivotree with the combination of three existing businesses in this sector: Tenzing, ThinkWrap and Spark:Red. Our combined team is made up of a diverse blend of engineers, solution architects, programmers, UI developers, project managers and analysts who work together to create and manage next-generation commerce excellence. We hold ourselves to the very highest standards and our employees take great pride in our accomplishments.

Position Summary:
Pivotree is looking for a senior leader that will provide business and technical leadership for Pivotree’s SAP Practice, one of the fastest growing practices within Pivotree. The General Manager will build relationships with key stakeholders within SAP, system integrators, existing clients, prospective clients and eco-system partners. This individual will ensure delivery of innovative services that tap both the managed services division of Pivotree as well as the professional services division for services such as application development and integration, application support, and consulting capabilities. The individual will influence and motivate our internal team to continue to deliver world class service for leading retailers, merchants and manufacturers that are pursuing IT transformation through making an investment to modernize their systems and processes using the SAP C/X suite of solutions. They will play a critical role and be the business leader for this rapidly growing practice.

The GM will have a strong combination of product/service vision, sound technical judgement and an effective commercialization ability to drive significant, profitable revenue growth within this unit. As a leader you will be recognized for your ability to build strong relationships with target clients, developing industry leading domain expertise and driving that expertise through the organization as a whole. You are a forward-thinking visionary with a deep understanding of the technology transformation occurring in the retail market place and will be sought out by clients, prospects and the industry for your insights.

This individual will be passionate about delivering exceptional standards-based services to clients with complex digital commerce needs. The leader will develop and oversee the product and services road map and drive critical decisions around technology choices, major investments and key vendor relationships specific to their practice. A significant component of value creation will be driven by the creation of proprietary IP, Dev Ops and cloud utilization through collaboration with the Technology and Innovation Group including the CTO, VP Technology, and others. This individual will work closely with the SVP Managed Services, SVP Professional Services, SVP Product, CRO, and the CEO in articulating the long term vision and mission for the Practice.

Roles & Responsibilities:
Bridge the Professional Services and Managed Services teams and create a truly unified practice
As a key member of the management team, this individual will be responsible for developing and managing the go-to-market plan that will substantially increase revenue, build market share and establish a differentiated brand in the market place
Own the P/L and drive the key financial metrics and margins for the SAP Practise
In partnership with the Product Management group develop pricing strategies, review competitive analysis, and ensure appropriate contracts such as MSAs, SLAs, SOWS are created and followed by the revenue teams
Drive profitable revenue growth delivering professional services engagements, managed infrastructure services and managed application services to in-segment target customers
Define the SAP C/X roadmap
Determine if there is opportunity to support SAP with innovative services and solutions that increases Pivotree’s value to SAP
Drive Pivotree’s penetration/market share of retailers/merchants/manufacturers/ distributors
Develop consulting and Professional services engagements to develop quick and effective relationships with the target market
Build meaningful relationships with key clients, prospects and partners to inform them of the Pivotree product roadmap and effectively advocate on their behalf within Pivotree
As a thought leader build effective sales and marketing communication tools to empower the Pivotree team to pursue qualified leads and prospects.
Author white papers, present at industry conferences and represent Pivotree with SAP on their Product Advisory councils
Engage directly with key clients and prospects on consulting engagements related to IT Transformation and effective integration of SAP C/X software and services
Help to recruit and train high performance professionals while building a strong sense of team identity and client advocacy within the Practice
Work with the leadership teams of the PS and MS divisions of Pivotree to ensure we continue to deliver high quality services that anchors our value proposition in the marketplace

5-10 years of experience in SAP and commerce marketplace, product management, consulting or technical service delivery
Previous experience managing a full P&L with revenue and cost management targets
Domain experience/expertise in SAP
Track record identifying and pursuing business development initiatives with clients, partners and vendors.
Deep understanding of mission critical, high availability systems (preferably in Commerce technologies or supply chain solutions) that enable strong problem solving skills to resolve complex issues
Experience in consulting environments and has delivered expertise to commerce clients and systems integrators on platform selection and/or implementation
Demonstrated ability to manage/influence cross functional teams in a service delivery model
Effective public speaker and comfortable in a technology/IT transformation evangelist role

Personal Attributes

The ideal candidate will be entrepreneurial, driven, collaborative and passionate about IT transformation in the retail industry. They will demonstrate business acumen through a technology lens and strive for industry leadership.