Senior Director - Technology Partner Marketing

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!




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.


Within Global Ecosystem and Midmarket Marketing, the Strategic Ecosystem Marketing (SEM) team focuses on SAP's global strategic services, Hyperscaler, strategy and global technology partners, to help fuel growth and success for customers, partners, and SAP, by capitalizing on external sources of innovation and capability vital to our strategic goals. As part of this mission, the SEM team focuses on topics with broad, cross-organization implications and works as One SAP to achieve the best possible results.


Global Ecosystem and Midmarket Marketing works with global strategic partners and our Partner Ecosystem Success internal stakeholders, amongst other influencers, to accelerate SAP s digital transformation agenda; drive adoption of SAP platforms, solutions, and business networks; foster creation of end-to-end customer solutions that capitalize on partner offerings; and expand SAP s routes to market into new markets and buying centers.


In this role you will lead and inspire a team of marketers to determine and message how our technology partners help SAP customers move to and run in the cloud more easily. Covered partners include large global technology partners, emerging and incubation partners, and regional and global strategic services partners who build technology solutions.


Key Areas of Responsibility

· Strategy: you are a leader and will earn and continue to drive an equal seat at the table to determine the go to market strategy for big brand and high impact partners including Apple, Intel and Lenovo.

· Knowledge: you will apply your creativity and strong technology background to determine new opportunities to involve your partners in SAP demand and revenue generation, technology-related solutions, soft-bundles and meet in the market approaches.

· MDF management: your team is responsible for management of large MDF funds, including working with global and field marketing to ensure program successful execution and performance tracking.

· Collaboration and stakeholder management: you are a self-starter and will forge new relationships as well as cultivate existing bonds across senior external technology and related partner contacts, internal Partner Ecosystem Success (PES) business stakeholders, the Chief Marketing and Solution Officer (CMSO) and Global Demand Center (GDC) organizations, product teams and others.

· Partner management: you and your team members will drive new marketing approaches and plans and will work directly with external partners on building and implementing joint marketing plans, content creation, and events.

· Stakeholder influence: given the large, strategic partners covered, you will regularly present, negotiate with and influence senior executives both internal and external to SAP.

· Messaging and new solution introduction: you and your team will continue to position how new partner solutions can help to differentiate and positively portray SAP in the market

· Customer stories & use cases: you’re responsible for uncovering and driving new joint customer win, influence and meet-in-the-market success stories and solutions.

· Partner presence: your team will be responsible for managing the partner’s joint market presence including a web presence on, social and other media engagement

· Major initiatives: you will be challenged with seeking out and building large, creative brand expressions with our partners (examples include joint showcases at events like Mobile World Congress (MWC), Sapphire and TechEd demos)


Other tasks

· Help formulate the overall marketing strategy with SAP's technology partners (including incubation, emerging and global technology partners), working with marketing and business stakeholders

· Act as the marketing lead with one or more partners, collaborating with the partner(s) to build and execute the joint marketing plan

· Assist the business in defining how SAP can differentiate itself in the marketplace with technology partners

· Determine ways of improving our data-driven decisions to better understand and target "cloud-ready" customers

· Determine ways of targeting customers that have made only a partial move to new technologies

· Collaborate and align with SAP business owners across all relationship types with technology partners (e.g., partner, supplier, customer)

· Work with SAP product owners to understand the full SAP+technology partner customer landscape

· Align with the new Chief Marketing and Solution Officer (CMSO) and integrated demand program owners to tailor messaging and offers to "cloud-ready" accounts

· Define SAP's competitive advantage and establish the key reasons for customers to leverage cloud-deployment models to achieve strategic business objectives

· Understand RISE with SAP in detail and help drive sales and marketing motions with the RISE with SAP team

· Drive messaging and positioning of the SAP portfolio in the context of specific partnerships

· Integrate partner-related content into SAP demand generation activities and SAP-owned events

· Determine better ways to work with key partners within our global strategic service ecosystem

· Drive initiatives in support of the intelligent enterprise, RISE with SAP, and the SAP Business Technology Platform

· Drive programmatic joint brand elevation where programs are integrated with SAP's purpose initiatives, themes are designed, and campaigns executed, from thought leadership through demand generation

· Design and execute multi-way plays across other partner types including global strategic service partners

· Leverage existing SAP programs for greater adoption, scale, and enablement of our partners, including PartnerEdge and new partner communities

· Research markets, customers, and ecosystems and understand partner requirements through working with partners, sales contacts, and internal ecosystem leads to perform white space analysis, solution identification and value prop expansion.


To meet these responsibilities the [Senior] Director of Technology Partner Marketing Strategy must demonstrate the following:

· Think strategically and act on ideas

· Effectively communicate and sell his/her ideas to the marketing and business leadership

· Work effectively in a team environment and develop creative, collective solutions

· Work collaboratively across SAP, and your partners, to ensure alignment and governance.

· Work with an open, creative and self-driven management style. You will provide just-in-time feedback to your employees, ranging from early talent to seasoned marketers.

· Work as a creative problem-solver in the face of partner discussions and negotiations

Experience & Language Requirements

· 7-10 years of experience in business development, pre-sales, sales, business strategy and/or marketing

· Experience working with partners

· Strong technical interest and aptitude

· Experience working in a multinational, cloud software company

· Experience in marketing to, with, and through ecosystem/channel partners

· Multi-route, community, and social media experience

· Executive leadership in a marketing or business function

· Marketing strategy development and planning

· Project leadership

· Experience working in the SAP ecosystem

· Strategic thinker who is solution-oriented and driven to close opportunities in close cooperation with others

· Highly analytical, brings a high level of integrity and confidence, is positive and flexible, and is technology-curious

· Understanding of SAP’s technical partners

· Strong written English and oral communication skills.



· Bachelor's degree in Engineering, Business Administration, Science or Computer Science required from an accredited university.

· MBA or advanced degree in related discipline preferred


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:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 334836  | Work Area: Marketing  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: Virtual - USA #LI-Remote

Requisition ID:  334836
Posted Date:  Jun 18, 2022
Work Area:  Marketing
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Palo Alto, CA, US, 94304

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