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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!

 

 

 

ROLE DESCRIPTION

The Japan/Korea Strategic Partner Director role for the Intelligent Spend business (ISM) is a field-based employee that manages and drives business with selected key Tier 1 Partners mainly Large Business Consulting Firms and/or Systems Integrators across Japan and Korea geographies. You will be working strategically with our strongest partners on net-new opportunity generation and net-new deal progression, in order to grow SAP’s Intelligent Spend subscription software revenue. You will also be collaborating with the Market Unit ISM Partner Business Manager (IE PBM) to drive overall Partner Business Plan, Partner QBRs based on aligned pipeline/booking target together for those key Tier 1 Partners.

By being actively joined at the hip with Partners, you will drive the execution on opportunity identification, qualification, relevant sales plays progression, closure, and deployment, using our F4S model. You will also be a force of greater involvement and participation as a Partner’s insider in driving sales plays, account-based Partner-Led Demand Generation (PLDG) and pipeline progression.

 

KEY RESPONSIBILITIES

Develop, build pipeline, and execute growth opportunities for ISM in Japan/Korea’s market, via the Channel Ecosystem

  • Day to day execution of opportunity identification and approved growth plan
  • Capability to present Ariba and Fieldglass solutions to customers and partners
  • Ensure viability of strategic deals/game changer deals
  • Ensure F4S processes are in place across full deal cycle

Develop and build the partner ecosystem

  • Identify and build new strategic and volume pipeline in conjunction select committed partners
  • Coach and mentor Partners on deal strategy and deal execution
  • Work with strategic partners, their customers, to transform requirements into ISM opportunities

Develop, measure, and grow Japan/Korea Channel DG function

  • Aggressively grow pipeline for Japan/Korea market through identification, fostering, and syndication of opportunities in target segments
  • Monitor, measure, and report on lead generation activities
  • Coach and mentor GPO team members

Quickly build expertise in the solution across the ecosystem

  • Ability to influence and communicate with Premier Partner Executives to maximize sales success
  • Build Ecosystem GTM development plans; in accordance with Partner’s business service lines
  • Ensure partner knowledge of the entire ISM solution portfolio

Identify areas for strategic growth by leveraging non normal GTM options (e.g. BPO, PMC)  and by identifying capabilities required for new solutions

  • Identify and execute on investment opportunities
  • Identify and advocate new growth levers and value delivery opportunities
  • Execute on new initiatives that drive growth and new sources of demand
  • Support the development of business cases for new investment decisions through due diligence and other research activities

 

WORK EXPERIENCE

  • 7+ years working experience in the software industry
  • 5+ years in a customer and/or partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus’
  • Demonstrated partnering and sales leadership skills
  • Relevant experience in ISM, DSC LoB Cloud and core S/4HANA
  • Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
  • Strong analytical competencies

 

EDUCATION AND QUALIFICATION / SKILLS AND 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
  • Microsoft Office tools, including Word, Excel and PowerPoint
  • Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
  • Business level English: yes
  • Business level local language: yes
  • Bachelor equivalent: yes
  • Master equivalent: preferred

 

 

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:297363 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Partner Bus Mgt Senior Specialist

Facility:  297363
Posted Date:  Sep 24, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Chiyoda City, Tokyo, JP, 100-0004


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