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Partner Recruiting & Activation Sr Specialist - Vietnam Job

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Date: Nov 10, 2017

Location: Hanoi, 64, VN

Company: SAP

Requisition ID: 143596
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Recruiter Name: Romesarat Sittinan

 

COMPANY DESCRIPTION

 

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

 

The Partner Recruiting & Activation Manager is focusing on mid-term business development activities across the entire partner portfolio of SAP. The target is to effectively extend the ecosystem of SAP, to find partners within the scope of a well-defined partner strategy and to recruit them for the business with SAP. The main focus of this position is to expand SAPs ecosystem into areas aligned to the strategy. This is done by recruiting scalable, financially healthy partners, by raising the activity-level of existing partners as well as by creating specific campaigns which will eventually drive revenue with partners.

 

Main Responsibilities:

 

Business Planning / Strategy for the respective area with alignment with GBSEs and PBMs

 

  • Participate in the annual partner business planning based on strategic focus of the partner as well as SAP; major dimensions covered are annual business goals, enablement, business development, demand generation & marketing
  • Derives specific measures in order to develop the partner based on the business plan defined
  • Enables partners to excel in sales and delivery; Operationalizes the business plan in order to facilitate execution on regional / local level in collaboration with local Partner Sales Managers as well as with other SAP units involved
  • Report on activities agreed per partner / campaign and indicate deviations from agreed roadmap. Identify possible solutions and initiate actions accordingly
  • Leverages the multi-solution portfolio in order to maximize the impact of the partners covered
  • Ensures partner resources have full access to and are utilizing SAP tools and methodologies
  • Identifies white space and analyses gaps

 

Partner Recruiting

  • Screens the market to identify potential partners (SAP ecosystem, competitive Resellers, ISVs, non-traditional partners, etc.);
  • Orchestrates and drives the recruitment process in SAP PRM systems
  • Establishes the relationships with the Partner senior management, including C-level, that will drive the necessary levels of strategic focus through the life of the relationship.
  • Drives partner onboarding process in close collaboration with PSA/(i)PBM/GBSE/Solution Center et al until 1st transaction closed and sufficient pipeline has been built

 

Activation and Development

  • Monitors the business level and the general business approach of partners assigned to him/her and identifies actions to improve the status quo
  • Implementation in collaboration with PBMs and others in the field

 

Campaign Development & Roll-Out

  • Develops and materializes partner sales campaigns based on the partner sales strategy in close collaboration with regional/local ecosystem teams, marketing, legal, field sales management and other relevant units of SAP
  • Drives roll-out of campaigns with local sales management in order to push initial deals which are required to stabilize the business on both sides, SAP as well as the partner
  • Reports on sales progress against targets agreed and initiate corrective actions upon as required
  • Assesses strengths and opportunities of partner business on a constant base, aligning with SAP’s business aspirations
  • Improves sales and delivery efficiency by making enablement available just in time, ensuring the right content and knowledge is delivered as required, and that skills are developed in line with joint business plans
  • Identifies future opportunities for mutual business expansion covering all relevant areas (solution development, industry-focus, regional focus, etc.) in collaboration with PAMs. Initiate and drive corresponding projects (mid- / long-term) from SAP-side which help to expand the business for both parties
  • Identifies market opportunities and coaches partner on which opportunities to pursue
  • Coaches partners towards optimizing the Go To Market
  • Ensures necessary agreements & contracts between partners and SAP are developed and finalized in a timely fashion as well as rolled out and adhered to
  • Builds a community of best performance for our partners through challenges, learning content and recognition of our top partners and their high potential across the diverse market units

 

Requirements:

  • Minimum 7 years’ experience in partner business (Sales, Marketing, Business Dev. or other)
  • Understanding the principles of solution selling through Partners
  • Knowing or having successful experience in multi-channel go to market models
  • Knowledge / Experience in Cloud Business
  • Ability to articulate and position GPO Value Proposition along with Partner ROI at CxO level
  • Knowledge and understanding of Partner Dynamics
  • Knowledge of Solution Portfolio, especially cloud and platform, and relevant markets
  • Business level English: yes
  • Business level local language: yes

 

 

SAP'S DIVERSITY COMMITMENT

 

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 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). Requests for reasonable accommodation will be considered on a case-by-case basis.

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