Partner Business Director - SAP SuccessFactors

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The Partner Director of Sales – Ecosystem (DOSE) Owns the Ecosystem relationships with the SAP SF or HR Technology practices of our key Ecosystems (global SI, boutique SI, HR Advisory) with a focus on incremental growth of SAP SF’ software license revenue within our HCM solution portfolio. 

This specifically includes proactively developing both the Ecosystem’s and SAP’s business in these 3 key areas:

  1. SAP SF License Sales: Drive incremental Ecosystem-driven deals via tight alignment with our Field and the Ecosystem
  2. Net New Joint Deals:  Identify pipeline opportunities to be closed in the current Q and FY (excluding existing pipeline or known RFI opps) based on the unique assets and capabilities of Ecosystem and SAP SF
  3. Demand Generation: Leverage the unique capabilities of Ecosystem to build pipeline via Marketing initiatives such as events, roadshows, webinars, joint asset creation, etc. that showcase the uniqueness of the Ecosystemship   

The DOSE is also responsible for coordinating all SAP SF interactions internally and externally (respective Fields, Executives, Solutions teams, etc) in the designated Region/Market Unit.

Primary Measurements: Incremental Ecosystem-Influenced Revenue target, Net New Deals, and Demand Generation.


Ecosystem Sales – Proactively drives Ecosystem’s SF deals via:

  • Alignment with Ecosystem on joint approaches to all deals
  • Ecosystem governance based on regular cadence and communications on joint close plans
  • Collaborates with internal SAP teams (Account Executives, Senior Executives, Product, Support, Professional Services, Ecosystem, Strategy, etc.) acting as a strategic liaison between the Ecosystem and SAP to ensure sales successes, aligned strategies, and effective communications
  • Professional preparation and leadership of all relevant Ecosystem / SAP SF meetings
  • Prevent and resolve conflicts between Ecosystem and SAP. Escalate as needed 

Ecosystem Demand Generation and Pipeline Creation - Responsible for Ecosystem’s pipeline development and driving to SAP’s expectation of pipeline multipliers:

  • Ensure Ecosystem collaborates to build and execute joint demand generation activities with SAP local, regional, and industry Sales, Ecosystem and Marketing Teams to grow pipeline and agree to account plans
  • Influences Ecosystem to effectively invest in Marketing and Demand Gen activities
  • Develops and executes a pipeline development plan to meet Ecosystem’s pipeline multiplier goals, net new name goals, revenue commitments and customer reference targets
  • Drive & own the forecast with the Ecosystem and be accountable for Ecosystem participation.
  • Diagnoses and prescribes corrective action for underperforming Ecosystems
  • Ensures Ecosystem and SAP teams operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met 

Ecosystem Governance - Disciplined joint business planning and deal execution process:

  • Annual meeting to ensure proper planning and execution of joint Sales, Marketing, and Enablement
  • Document joint commitments and investments
  • Execute on deals with measurement, accountability and reporting on results on a weekly, monthly and quarterly basis
  • Utilizes existing experts within Ecosystem and SAP to prepare, deliver and follow up on the business planning


  • 12+ years working experience in the HCM software industry in Sales or Ecosystem facing roles (i.e. Sales, Alliances, Consulting);
  • Demonstrated sales, knowledge of the Ecosystem & leadership skills 
  • Relevant experience in Cloud / ERP software topics
  • Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with Ecosystems
  • Strong analytical competencies 


  • Effective communication and presentation skills at an executive level
  • High energy – brings optimism, innovative ideas and a play-to-win attitude
  • 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: or, APJ:, EMEA:


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:319884 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time  | Additional Locations: 

Requisition ID:  319884
Posted Date:  May 14, 2022
Work Area:  Sales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

New Delhi, IN, 110017

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