• Own the functional and architectural direction of the order-to-cash domain on several concurrent engagements — Sales, Pricing, Availability, Logistics Execution, Billing and Accounts Receivable, together with the credit, tax, revenue and collections processes that hang off them.
• Design the target state and the route to it, including the trade-offs between what the customer asked for, what their current system does, and what will actually create value.
• Set the standard for the build: review functional specifications, define the conversion, reconciliation and cutover approach for OTC data and open documents, and hold architectural integrity through delivery rather than signing off and leaving.
• Work directly with Forward Deployed Engineers, Tessera AI agents and customer architects, and be the person who can answer an OTC question without scheduling a follow-up.
• Own the integration surface out of OTC — EDI and IDoc flows, tax engines, payment and banking, CRM and commerce front ends, transportation and warehouse systems, downstream finance — and say early when a dependency will not hold.
• Be the counterpart our Technical Program Managers come to first on order-to-cash, and get a straight answer from.

2. ECC to S/4HANA Assessment and Conversion Architecture (25%)

• Lead order-to-cash discovery on ECC estates: custom code and enhancement inventory, interface mapping, data quality, process debt, and what each of those is costing the business today.
• Own the SD-relevant simplification items end to end — credit management moving to SAP Credit Management, rebates to Settlement Management, SD revenue recognition to Revenue Accounting, foreign trade to GTS, output management to BRF+, the retired status and pricing structures — and translate each into scope, effort and risk rather than a list.
• Separate requirement from habit. Produce a defensible recommendation on what carries forward as standard, what is genuinely differentiating, and what should be retired — particularly across pricing procedures, order types, item categories and copy control.
• Architect the transition path — system conversion, selective data transition or new implementation — and be clear about where each one hurts for a high-volume OTC estate.
• Own the OTC data story, including the customer master and Business Partner position that gates any conversion: sold-to, ship-to and payer relationships, partner determination, open orders, open deliveries and open receivables, through to conversion design and reconciliation.
• Make the case, with evidence, when a customer’s plan will not survive contact with their own data.

3. Platform Enablement and Product Input (20%)

• Contribute your order-to-cash domain know-how back into the Tessera platform, so the agents get better at this work with every engagement.
• Turn what you find in the field into product input — checks, patterns, rules and accelerators — so one fix serves many customers instead of one.
• Support pre-sales on SAP opportunities with an OTC component: scope, approach, effort and risk, alongside the client partner and the Principal Architect. Tell the go-to-market team what is real and what is not.
• Reach real fluency in the Tessera platform early, and become the person others ask about how it handles order-to-cash.

4. Customer Adoption and Knowledge Transfer (15%)

• Treat adoption as a deliverable, not a hope. Make the new design the default path for the customer’s sales operations, logistics and billing teams, and retire the workarounds.
• Find where adoption stalls — process, skills, trust, or a real product gap — and fix the cause rather than the symptom.
• Build the customer-side advocates who carry the design after we step back, including the superusers who will own it day to day.
• Feed your view of engagement staffing into Center of Excellence capacity planning: which OTC skills are needed, in what order, for how long.

Required Qualifications

• 12+ years in SAP with order-to-cash as your centre of gravity, including architect-level ownership on at least two full-lifecycle implementations, conversions or transformations.
• Deep, current, hands-on depth in SAP SD: sales document and item category configuration, copy control, pricing through the condition technique, availability check, delivery and goods issue, billing and billing plans, intercompany, returns and complaints, partner and output determination — with working knowledge of the adjacent areas the flow depends on in MM, FI-AR and CO.
• Demonstrated ECC to S/4HANA experience on the order-to-cash side, not only awareness of it. You have worked through the SD simplification items on a real estate and can speak to what actually broke: credit management moving to SAP Credit Management (FSCM), rebate processing to Settlement Management and condition contracts, SD revenue recognition to Revenue Accounting and Reporting, foreign trade to GTS, output management to BRF+, the removal of the document status tables, the pricing data model change, and advanced ATP.
• Practical command of at least one transition approach — brownfield system conversion, selective data transition, or greenfield — and an informed view of why a customer would choose a different one. Familiarity with the readiness and pre-check tooling, custom code analysis, and what a realistic OTC cutover window looks like at volume.
• Command of the data model and the integration surface, not just the configuration screens: the sales, delivery, billing and pricing tables and document flow, the customer master and its move to Business Partner, IDoc and EDI message flows, and how enhancements and user exits were built and where they bite during a conversion.
• Fluency in the business process behind the configuration — pricing and discount strategy, credit and blocks, third-party and intercompany flows, returns, rebates, revenue recognition, billing, disputes and collections. You can hold a conversation with a controller as easily as with a developer.
• Senior client-facing presence: able to hold a room of customer architects, business owners and finance stakeholders, and to say no to a customer in a way that keeps the relationship.
• A record of driving adoption, not just go-live — evidence that the customer’s teams kept using what you delivered.
• Proven ability to work on several engagements at once without losing control of any of them.
• Proven ability to learn a new AI platform quickly and become the person others ask. You will be expected to reach real fluency in the Tessera platform within your first months.
• Excellent verbal and written business English, with strong presentation ability to both business and technical audiences.
• Experience working with distributed (onshore, nearshore and offshore) delivery teams, with strong asynchronous communication discipline.
• Bachelor’s degree in a related field, or equivalent practical experience.

Who This Role Is Not For

If your order-to-cash experience is running support tickets and minor enhancements on a stable ECC instance, this is not the role — the work here is architectural and most of it is change. If you have breadth across SAP but have never owned the SD configuration and data model end to end, you would be better placed as a Principal Solution Architect, and we hire for that separately. And if you want one engagement at a time with a scope someone else agreed, you will find this uncomfortable. We are asking for a specialist who is at ease holding several unfinished things at once, and who is willing to have their judgment turned into platform capability rather than kept as personal expertise.

Preferred Qualifications

• Delivered order-to-cash on at least one completed S/4HANA conversion or implementation that went live, not only assessed one.
• Experience of more than one route to S/4HANA, and of both S/4HANA Private Cloud and Public Cloud, including what RISE changes about how an engagement runs.
• Industry depth where order-to-cash is genuinely hard: high-tech and semiconductor, life sciences, industrial manufacturing, consumer products and distribution, or subscription and usage-based models.
• Exposure to adjacent SAP capabilities — Variant Configuration and CPQ, Transportation Management, Extended Warehouse Management, Global Trade Services, Convergent Invoicing, or SAP Subscription Billing.
• Revenue recognition under ASC 606 in an SAP context, including Revenue Accounting and Reporting.
• Customer master and Business Partner conversion experience (CVI), including the partner-function and reconciliation-account decisions that surface during consolidation.
• EDI and B2B integration at volume, and experience with a third-party tax engine such as Vertex or Avalara.
• Prior experience partnering with AI, automation or RPA tooling inside an enterprise delivery context.
• SAP Activate or equivalent implementation methodology experience.
• SAP certifications, for example S/4HANA Sales or Order Fulfilment.
• Spanish, Portuguese or German is a plus but not a must-have.

First-Year Measures of Success

• Month 1: Fluent in the Tessera platform. Holding order-to-cash on at least two engagements. Trusted by the Technical Program Managers and the Principal Architects on those accounts.
• Month 3: A target-state OTC design agreed and in build on every engagement you hold, with the simplification items triaged, the custom code position understood and the data position quantified. Adoption measured and improving. A steady flow of OTC field input reaching the Tessera platform team.

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