Partner Business Manager - SAP Belgium & Luxembourg

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We’re looking for a talented, energetic, and highly motivated Partner Business Manager to proactively develop the SAP reselling partners’ SAP business by driving sales, demand generation and partner capabilities with a strong focus on the mid-term perspective. This person will also be the partner’s primary point of contact for SAP. This role reports into the (Indirect) Partner Director.

Purpose and Objectives

The Partner Business Manager is responsible for proactively managing and developing the partner following a disciplined business planning process to expand their business with SAP, and for the holistic management and representation of the Partner to SAP. He or she is responsible for growing sales, increasing delivery capacity and accelerating partners’ contribution to innovation of the SAP/partner solution portfolio.  

Tasks and Responsibilities


You will be responsible for:


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. 

  1. Understands the partner’s basic financial structure and key drivers which influence their business and decisions
  2. 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. Understands and articulates 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; Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.Works on investment and expansion plans,Documents partner’s commitments and investments,Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
  3. Proactively provide professional preparation and leadership of partner/SAP meetings

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. 


  1. Drives partner execution to revenue commitments to SAP and measures and reports progress
  2. Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;
  3. Develops partner’s sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.
  4. Utilizes available experts (presales, GBSE, AEs, etc.) to generate the best possible approach and result for the partner’s business.
  5. 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
  6. 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.)
  7. Updates and communicates key partner changes --  for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. -- to relevant SAP systems and teams (e.g., PRM, ISE’s, Account Executives) 
  8. Prevent and resolve conflicts. 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.



  1. Understands, develops and shares relevant demand generation and pipeline creation best practices with partners
  2. Leads and drives 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;
  3. Guides partner’s demand generation plans to align with SAP’s current go-to-market messaging;

Influences partner to effectively utilize 100% of their marketing development funds;
Ensures partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs;
Tracks and measures the return on investment (ROI) on the partner’s documented demand generation activities
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.
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.

1.    Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio
2.    Makes sure the partner’s sales force get trained to become experts on delivering the SAP value proposition (overall and by solution)   
3.    Guides partner to work effectively within SAP’s Go-to-Market strategy
4.    Ensures PartnerEdge requirements are met and take corrective action as necessary.
5.    Diagnoses and prescribes corrective action for underperforming partners
6.    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


Qualifications, skills, competencies and Education


•    Strong work ethic and positive attitude 
•    Eagerness to take initiative and exceed expectations
•    Strong analytical competencies
•    Effective communication and presentation skills an executive level
•    Business development planning and execution experience in driving sales pipeline, demand generation, and enablement with partners
•    High energy - brings innovative ideas to the team and champions best practices
•    Proven capability to work in a team and collaborate; with independent accountability
•    The ability to identify and champion win-win scenarios
•    5+ years working experience in the software industry; previous experience as a partner manager or working in the SAP ecosystem is a plus
•    Experience in a customer or partner facing role (ex. Customer Service, Sales, Consulting)
•    Local market knowledge and understanding
•    Native or Bilingual in Dutch and French language
•    Advanced in English language
•    Bachelor's degree or equivalent experience, master’s degree is a plus



We build breakthroughs together


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.


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:


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: 341429  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.

Requisition ID:  341429
Posted Date:  Jun 3, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Brussels, BE, 1170

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