Partner Management Senior Specialist

 We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

About the job:

Partner Business Manager (PBM) is a field-based employee that covers Polish partners in order to grow SAP's software cloud revenue across the SAP solution portfolio.  The PBM is responsible for proactively developing the partner's SAP business by driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on mid-term perspective. She or he is responsible for the development and management of selected sales partners of SAP. Moreover, our new colleague stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement.

What you’ll do:

A. Strategic Value and Business Development
- Understands the partner's basic financial structure and key drivers which influence their business and decisions - Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP
- Presents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption;
- Assists partner in building transformational plans to differentiate themselves and add value to customers.
- Develops and executes effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.

B. Revenue Generation and Leadership

- Drives partner execution to revenue commitments to SAP and measures and reports progress
- Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;
- Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.) - Resolves conflicts, align with management on critical cases and escalate as needed

C. Partner Demand Generation and Pipeline Creation

- Understands and shares relevant demand generation and pipeline creation best practices with partners

- Advises partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans;

- Guides partner's demand generation plans to align with SAP's current go-to-market messaging;

- Develops and executes a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references

- Meeting with top partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business. Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.

D. General Partner Management
- Optimizes partner engagement and investment in the SAP ecosystem and portfolio - Guides partner to work effectively within SAP's Go-to-Market strategy
- Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.
- Diagnoses and prescribes corrective action for underperforming partners
- Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met

What we’re looking for:

• Relevant experience in cloud topics
• 8+ years working experience in the software industry
• 5+ years in a sales or partner facing role; experience working at a SAP partner or at a cloud vendor is a ‘plus'
• Demonstrated partnering and sales leadership skills 
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
• Strong analytical competencies
• Effective communication and presentation skills an executive level
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate; with independent accountability
• Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
• English - Business level

​Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 416765  | Work Area: Sales  | Expected Travel: 0 - 50%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.