Sales

Partner Bus Mgt Senior Specialist

What we offer

 

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

 

 

Key Areas of Responsibility and Tasks
 

The Partner Business Manager P&T (PBM P&T) is a field-based employee that manages a portfolio of partners & Value-add resellers in order to grow the P&T’s software license revenue across the BTP solution portfolio.  The PBM P&T is responsible for proactively developing the partner’s P&T business by driving sales (to net new customers and to the partner’s current customer base), demand generation, Training, and partner capabilities with a strong focus on mid-term perspective.


The PBM P&T is the main point of contact for building the partner relationship with the P&T organisation at SAP. He/she is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.). He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. The Partner Business PBM P&T supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PBM P&T provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. 
 

Strategic Value and Business Development


Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner’s business with SAP. 

  • Understands and classifies the partner’s basic financial structure and key drivers which influence their business and decisions
  • Develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, …), and keeps up to date with all major changes to the partners’ organization as well as with the changing environment at SAP. Proposes changes to partner’s organization to strengthen their business execution.
  • Articulates the relevant P&T portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts);
  • Translates P&T 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.
  • Mainly focusing on extending the partner’s sweet spot 
  • Ensures partner-assistance in building transformational plans to differentiate themselves and add value to customers.
  • Identifies economic trends and use industry knowledge to guide the partners investment to develop their business, driving joint customer planning, to drive expansion.
  • Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).

 

Overall: Revenue Generation and Leadership


Responsible for sales of SAP software licenses with and through partners across SAP’s portfolio and establishing an advisory relationship with the partner and SAP teams.

 

  • Ensures that partners receive training to develop high level of sales skills on successful sales strategies and on individual opportunities.
  • Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner’s margin
  • Oversees collaboration of partner skills 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.)
  • Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP teams (e.g. PRM, ISEs, Account Executives).
  • Proactively manage conflicts with partners and take action to resolve these as they occur and escalate as needed

 

Partner Demand Generation and Pipeline Creation


Responsible for partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.

 

  • Shares best practices for demand generation and pipeline creation with partners
  • Ensures that partners’ overall demand generation plans to align with SAP’s current go-to-market messaging.
  • Ensures forecast accuracy and sales linearity (quarter after quarter, month after month) across partners.

 

General Partner Management


Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Chanel Operating Policies. Support for complex deals in accounts under 700m€.

 

  • Ensures partners’ engagement and investment in the SAP portfolio. 
  • Singles out underperforming partners and prescribe corrective action in a timely manner

 
Experience & Language Requirements

 

  • 10+ years working experience in the software industry
  • Experience in a partner facing role (ex. Customer Service, Sales, Consulting); or working at a SAP partner is a ‘plus’
  • Demonstrated partnering and sales leadership skills 
  • Relevant experience in cloud / HANA topics
  • Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
  • Strong analytical competencies
  • High energy - brings innovative ideas to the team and champions best practices
  • Proven capability to work in a team and collaborate; with independent accountability
  • Expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
  • Business level English

 
Education

 

  • Bachelor equivalent
  • Master equivalent

#SAPEMEANCareers

 

 

We are SAP

 

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

 

Our inclusion promise

 

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

 

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:331248 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations:  #LI-Hybrid

Requisition ID:  331248
Posted Date:  Jun 19, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Brussels, BE, 1170

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