Global Partner Director, Strategic Partnerships: DXC

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At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. 

POSITION SUMMARY

The Global Partner Director, Strategic Partnerships is a member of a team that is responsible for driving SAP’s relationship with DXC in a partner management and business development role. DXC is one of the most significant and strategic global partners that works with SAP to deliver market impact and support the long-term growth of SAP. This is a highly visible role that works closely with senior level roles of DXC and SAP to drive the influence, planning and execution of strategic initiatives supporting our mutual customers’ journey to an Intelligent Enterprise.

KEY RESPONSIBILITIES

End-to-end ownership of selected strategic initiatives or time-critical projects. Inclusive but not exhaustive:

• Strategic Partnership and New Business Development. Draw upon deep understanding of complex market dynamics and SAP’s strategic priorities, and working with LoB and Industry Leadership, to identify and drive new “win-win” market opportunities and amplification of SAP’s GTM activities.  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 Industry, LoB and regional partner management and sales teams.
• Co-innovation and Co-Development. Drive co-innovation and co-development initiatives in support of SAP’s AI, BDC and Industry strategy.  In concert with SAP development, solution management and field stakeholders, capitalizing DXC’s industry and domain expertise, facilitating development of joint solutions and technology roadmaps, and partner specific new offerings, built on BTP.
• GTM Engagement. Working with Regional and LoB partners leads to the successful execution of joint go-to-market activities with DXC and the SAP field. Achieve partner-driven revenue targets and directly engage in key sales opportunities.
• Partnership Steering and Governance. Manage SAP’s overall corporate relationship with DXC. 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 the broader SAP organization to ensure effective and coherent 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.

EXPECTATIONS AND TASKS

• Help lead and execute SAP GSSP Strategic Imperatives within DXC – build incremental business with DXC leveraging the existing operational framework with focus on Cloud ERP, Business AI and Data innovation, Cloud LoB solutions, overall Cloud Growth, Industry Cloud, Partner-specific initiatives and next generation partnering opportunities. 
• Proactively develops current and long-term relationships across all relevant roles in the Partner’s and our organization (executives, sales, marketing, product development/technical, etc.)
• Professional stewardship of all relevant Partner / SAP interactions within scope of role.
• Collaborate with internal SAP teams acting as a strategic liaison between the Partner and SAP to ensure sales successes, aligned strategies, and effective communications.
• Discover potential opportunities for co-innovation, co-development and GTM collaboration between SAP and Partner.   
• Identify potential problems and work with extended team to resolve conflicts between Partner and SAP before they become escalations. 
• Ensure Partner 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 Partner to effectively invest in Marketing and Demand Gen activities within SAP Focus Areas.
• Supports the Regional Partner Business Managers on pipeline development planning to meet Partner’s pipeline multiplier goals, net new name goals, revenue commitments and customer reference targets.
• Diagnoses and prescribes corrective action for underperforming initiative/s.
• Ensure Partner and SAP teams operate in a professional and ethical manner; act or escalate if professionalism and ethical standards are not being met. 
• Establish and manage governance to ensure proper planning and execution of joint Sales, Marketing, and Enablement.
• Operates with a sense of urgency. Brings an awareness of and sensitivity to field concerns and perspectives. Artfully brings “24x7” responsiveness while maintaining personal balance.
• Measurement, accountability and reporting on results on a weekly, monthly and quarterly basis.

IDEAL EXPERIENCE

• 10+ years of experience in Sales, Business Development and/or Partner-facing roles including a track record of working closely with SVP, EVP and President levels of SAP and partner / customer organizations.
• Proficient knowledge of SAP Intelligent Enterprise offerings and SAP product strategy to the Cloud.
• Able to own, coordinate and deliver programs, end-to-end, in a complex setting with external (partner) and internal (multiple SAP organizations) stakeholders with aggressive timelines.  
• Ability to lead by influence, working with stakeholders from multiple teams and board areas across the SAP and DXC organizations to achieve long-term objectives, often across several quarters or years.
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners.
• Ability to respond and thrive in a fast-paced, high energy, global team environment, including working with stakeholders in multiple time zones and with diverse cultures.
• Experience structuring and engaging in multiple partnering models (e.g., co-selling, value-added reselling, OEM).
• Bachelor’s degree required; MBA or advanced degree preferred.

CRITICAL COMPETENCIES

• Collaboration/EQ. Demonstrates capacity to engender trust and effectively collaborate with SAP and partner colleagues at all levels, from SAP Board, senior executives, account teams, and individual contributors. A diplomatic, natural networker who builds positive, enduring relationships and helps bridge diverse perspectives. Thinks and acts “win-win” when relating to others and demonstrates effectiveness in aligning and orchestrating interests to achieve results. Shows good judgment regarding where and when to compromise.
• Industry expertise. Knowledgeable of relevant market, competitive, and technology trends influencing the enterprise solutions industry. Applies well-informed point of view to identify new business opportunities, address partnership dynamics, and shape innovative yet pragmatic business plans that drive tangible market impact.
• Creative problem solving. Adept at diagnosing problems and issues, identifying root causes, and determining creative yet practical ways to address them. Willing and able to consider different points of view and engage directly in the problem-solving process vs delegating to others. Able to make decisions promptly, thoughtfully, and confidently in highly ambiguous situations.
• Executive Communication. Highly effective written and oral communication skills. Communicates complex topics simply but without losing important nuance and meaning. Focuses on central issues and has a command of specifics without being overly detailed. Understands how to frame messages in a compelling way for a target audience, and articulates these messages credibly, powerfully, and with confidence.
• Strategic program leadership. Demonstrated ability to structure and manage cross-organizational business initiatives and drive change. Thinks big picture but able to roll up sleeves and deliver. Sets and manages clear expectations by defining concrete objectives, deliverables, and action plans. Employs clear methods for closed-loop management and holds others accountable for delivering on time with quality. Shows appropriate attention to detail with diligent, tenacious follow-through.  Flexible and comfortable with ambiguity but strives to bring structure and discipline to ad-hoc work efforts.

OTHER PERSONAL ATTRIBUTES

• Possesses the gravitas and executive presence to work comfortably and credibly in the highest levels of SAP and DXC organizations: often acting as a trusted advisor to senior leadership.
• Deep content in Partner and SAP value recognition in servicing shared customers.
• Proactive and entrepreneurial leadership; someone who instinctively knows what needs to be done and rallies colleagues to get things accomplished.
• Growth-oriented, assertive and action-oriented, yet a team player who seeks and acts on input from others.
• Passionate about driving significant business impact; ambitious and strives to raise the bar continually while also prioritizing and understanding what not to pursue.
• Upbeat, positive, transparent, and engaging with a natural skill for developing professional relationships.
• A sharp, rigorous thinker who can operate successfully among bright, progressive, and charismatic people.
• Operates with high integrity and credibility in the eyes of key individuals with whom s/he will work.

Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.  

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 world.

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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.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 194,100 - 411,600 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

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Requisition ID: 446283  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid