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Strategic Alliance Partnership Expert India Job

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Date: May 30, 2019

City: Gurgaon, HR, IN

Company: SAP



Requisition ID: 217005
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.



Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.



As the market leader in enterprise application software, SAP is at the center of today’s business and technology revolution. Our innovations enable more than 291,000 customers worldwide to work together more efficiently and use business insight more effectively. SAP helps organizations of all sizes and industries overcome the complexities that plague our businesses, our jobs, and our lives. With Run Simple as our operating principle, SAP’s nearly 75,000 employees focus on a singular purpose that inspires us every day: To help the world run better and improve people’s lives.


As SAP pursues growth with application, platform, and business network solutions, the importance of its ecosystem of top strategic partners has never been greater. Market and technology shifts and new IT consumption models demand digital transformation that leverages the power of Cloud, Mobile, Data, and Networks and enables the real-time enterprise. To be competitive, customers can no longer simply leverage IT to run their business; they need to capitalize on technology to innovate and deliver new forms of value. Amid this landscape of digital transformation, SAP is working with its strategic partners to bring simplicity and value to our joint customers, and to drive focused growth in innovation areas like the re-imagined business suite (S/4HANA),

Line of Business Cloud solutions, and Big Data/Analytics solutions built on SAP’s in-memory HANA platform.


India Strategic Partner Business team is responsible for driving Management-sponsored strategic partnerships focused on SAP platforms, cloud computing, and new business models. The team engages with all SAP Board areas to prioritize and optimize partnerships that will enable SAP to pursue significant market opportunities.     India Strategic Partner Business team embodies the entrepreneurial energy, responsive clockspeed, and opportunism of a start-up environment with the breadth, network, and resources of a leading global organization.    



The Partner Director- Strategic Partnerships will report to India Alliances and Partner Ecosystem head with alingment to APJ Regional Strategic Partner team Lead. Partner Director is responsible for driving SAP’s relationship with some of the company’s identified global and most strategic partners to deliver market impact and support the long-term growth of SAP. This role will lead the transformation of existing strategic partnerships to drive the SAP digital transformation agenda. This is a highly visible role that will interact directly with the executive level of assigned partner(s) & will engage with a broad variety of executive-level stakeholders in SAP.




  • New Business Development. Draw upon deep understanding of complex market dynamics to identify and drive new market opportunities for the partnerships. Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements. Secure the necessary internal and external stakeholder support across involved Board areas and business units, including global and local partner management and sales teams.
  • Partnership and Digital Business Transformation. Evangelize, engage, and enable partners to pursue “win-win” partner business plans and models that support and promote SAP’s strategic agenda and leverages SAP’s digital business transformation portfolio. Identify, develop, and execute strategic initiatives in support of these areas. Foster development of partner services capacity in growth areas and spearhead efforts to drive SAP platform adoption in the partner’s own business.
  • GTM Engagement. Drive the successful execution of joint go-to-market activities with Strategic Partners and SAP field teams. Achieve partner-driven revenue targets as relevant for assigned partner(s) and directly engage in key sales opportunities.
  • Co-innovation. Drive co-innovation initiatives with selected Strategic Partners in identified Industries  with SAP development, solution management, and field stakeholders. Foster new solutions on SAP platforms, capitalizing on partner domain expertise. Facilitate development of joint solution and/or technology roadmaps (depending on nature of partnership).
  • Partnership Governance. Manage SAP’s overall corporate relationship with assigned strategic partner(s). Plan and manage the strategic partnership to foster executive alignment, execution, and achievement of planned business outcomes. Create strategic business plan for partnership to enhance mutual value and impact. Facilitate top-to-top meetings and ensure effective preparation, briefing, alignment, and execution for key executive meetings and Board updates.  Manage partner escalations and drive issue resolution. Operate with a “One SAP” approach across SAP organization to ensure effective partner engagement across Board areas, geographies, and business/ market segments.
  • Best Practice Champion. Serve as a collaborative luminary for raising SAP’s strategic partner management capabilities across the company’s other strategic relationships, proactively sharing best practices and mentoring/advising other partner managers. Openly embrace and capitalize on the winning practices of others to drive continuous improvement.  Identify and, as appropriate, spearhead enhancements to SAP’s partner management processes and structures.



  • Senior, partner-level experience; regular C-level/executive-level engagement.
  • Have more than 15 years’ experience in fast paced software/management consulting
  • Extensive experience and relationships at senior levels within the enterprise solutions ecosystem – system integrators, technology vendors, ISVs.
  • Successful track record negotiating large-scale, complex business agreements and transactions.
  • Management Consulting with significant Consultative selling and business development to drive digital transformation agenda with customers or business partners
  • Has preferably worked for big 4 consulting firms
  • Experience structuring and engaging in multiple partnering models (e.g., co-selling, value-added reselling, OEM).
  • Demonstrated capacity for operating regionally, having driven significant business results in multiple geographies and/or achieved success in a senior role with global scope.
  • Previous experience with strategic partners or a detailed knowledge of their workings is preferred.



  • Develop understanding of partner strategy, Industry focus and global assets
  • Establish relationships with key stakeholders across Sectors
  • Plan and drive Execution of Partner business plans
  • Drive high impact sales plays to build pipeline & Revenue across Industries and solutions
  • Business travel required at least 50%
  • Location – Delhi/NCR.


Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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: or, APJ:, EMEA:

Successful candidates might be required to undergo a background verification with an external vendor.

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