Channel Sales Manager

We help the world run better

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!

Please note:

• Preferred location is Sydney but would consider suitable caniddates from other locations within Australia.

• We will prioritise applications currently residing in Australia given restricted visa and relocation availability.

Position Titl

POSITION SUMMARY

This sales lead is responsible channel sales for S/4 Hana Public Cloud, Business ByDesign and BusinessOne in the territory assigned. The results will be measured against sales target, and defined KPIs, such as Cloud adoption, Channel Growth, New Names acquisition from the channel, % of channel participation, Innovation adoption and Customer Retention. The sales lead is expected to collaborate closely with SAP extended teams (Account team, Marketing, Partner organization, Solution Expert, Customer Engagement, etc) to realize the goals. 

KEY RESPONSIBILITIES

Sales Excellence

• Achieve and exceed quota targets in S/4 Hana Public Cloud, Business byDesign and BusinessOne for assigned territory
• Create and execute a holistic territory plan for your area of channel sales responsibility
• Work closely with the mid-market sales executives/account executives (MSEs/AEs) and particularly channel partners on driving and closing deals to achieve assigned sales and revenue targets.
• Maintain CRM system with accurate customer and pipeline information to ensure forecast and pipeline accuracy in continuous alignment with local Sales management and partners.

Channel Sales/Management- Support the region to maintain a strong Channel Growth

• Drive sales through S/4 Hana Public Cloud, Business byDesign and BusinessOne channel and Ensure the Channel Partners business objectives are met in accordance with the growth target & SAP software/subscription revenue recognition guidelines
• Support Channel Partners managing SAP sales process and Build up programs to support channel partners in growing their overall business (New / Existing license revenue, Net New Names, Green field penetration)
• Ensure selling of business value and outcomes by the partners, instead of technology features and functions by adopting a consultative sales approach to address customers’/prospects’ priorities and pain points.
• Take on accountability for a high conversion rate between pipeline to deal closure. Be an expert on the competition with their assigned industry/ geography, identify competitive threats, & derive an executable plan to mitigate the risk
• Engage existing customers to expand references.

Channel Recruitment, Development & Enablement – Grow a self-sufficient Ecosystem from lead to reference

• Clear understanding of the value proposition on partner economics and guide the team on strategies for partner profitability
• Prepare & manage a comprehensive Channel Development & Enablement strategy
• Create, monitor and review Business Development activities around the assigned product portfolio. Define innovative approaches to generate business and execute either directly or via the channel or SAP stakeholders.
• Participate in strategy formulation aiming to build a self-sufficient eco-system to grow the business
• Leverage Global or regional resources to develop Partner Sales & Implementation Capability 
• Ensure adequate Channel Partner capacity in both pre-sales and post-sales to maintain a YOY growth

Communication

• Build and maintain strategic partnerships with key decision makers internally and in partner/customer organization
• Ensure understanding, trust and open cooperation on management level and below through effective and appropriate communication
• Optimize communication style according to different stakeholders, situation and media
• Formulate clear management objectives and strategies and ensure understanding
• Communicate unpleasant messages in a timely and constructive manner

Stakeholder Management

• Collaborate closely with marketing to drive demand generation continuously throughout the year & ensure timely reporting on the ROI in view of value & volume
• Align & Cooperate with MidMarket account team & partner organization to increase revenue performance and partner readiness

SKILLS PROFILE

Experience

• Minimum 8-10 years relevant experience, preferably in a channel sales capacity
• Experience of working in a complex environment with Large Enterprise/SME as a primary target market
• Ability to drive Cloud ERP adoption with Channel Partner
• Experience in running programs with channel partners to drive incremental pipeline will be advantageous
• Knowledge of SAP ERP Portfolio (in particular Cloud) or any other Tier 2 ERP software is a key advantage for this role
• Experience in driving ISV sales engagement is a plus

Key Desired SAP Competencies

• Leadership qualities, with the ability to articulate a clear vision and drive change within channel partner and organisation.
• Goal & Results-driven and sales-process acumen with a strong desire to succeed
• Innovative thinking to drive simplicity and challenge complexity
• Analytical thinker who works logically to resolve problems and address opportunities
• Strong team player who can work collaboratively with others to achieve organizational goals
• Territory management to drive Large Enterprise/MidMarket sales strategy with an assigned solution portfolio
• Strong oral and written communication and presentation skills
• High level of energy, drive, resilience, intelligence, and integrity 

Education & Training

• Degree or Post-Graduate Degree in Business / Sales/ Marketing 

We build breakthroughs together

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.

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 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: Careers@sap.com.

This position is eligible for the SAP Employee Referral Program subject to the eligibility criteria outlined in the SAP Internal Employee Referral Policy. 

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.

Requisition ID: 334709  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: Virtual - Australia #LI-Hybrid