Sales

Director, Global Strategic Services Partners

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Director, Global Strategic Consulting Partners

 

POSITION AND CANDIDATE SPECIFICATION 

Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better. 

COMPANY AND ORGANIZATION

As the market leader in enterprise application cloud software, SAP is at the center of today’s business and technology revolution. Our innovations enable more than 291,000 customers worldwide to work together more efficiently and use business insight more effectively. SAP helps organizations of all sizes and industries overcome the complexities that plague our businesses, our jobs, and our lives. With Run Simple as our operating principle, SAP’s 100,000+ employees focus on a singular purpose that inspires us every day: To help the world run better and improve people’s lives. 

As SAP pursues growth with application, platform, and business network solutions, the importance of its ecosystem of top strategic partners has never been greater. Market and technology shifts and new IT consumption models demand digital transformation that leverages the power of Cloud, Mobile, Data, and Networks and enables the real-time enterprise. To be competitive, customers can no longer simply leverage IT to run their business; they need to capitalize on technology to innovate and deliver new forms of value. Amid this landscape of digital transformation, SAP is working with its strategic partners to bring simplicity and value to our joint customers, and to drive focused growth in innovation areas like the re-imagined business suite (S/4HANA), Line of Business Cloud solutions, and Big Data/Analytics solutions built on SAP’s in-memory HANA platform. 

The Global Strategic Services Partner (GSSP) team is responsible for driving strategic partnerships with top Global Systems Integrators, focusing on adoption and sales execution of SAP platforms, cloud solutions, and industry offerings. The team’s work is essential to SAP Asia Pacific & Japan’s ability to deliver end-to-end solutions to customers, expand routes to market and drive adoption of SAP platforms.                                  

POSITION SUMMARY

The director, Global Strategic Consulting Partners, is responsible for driving SAP’s relationship with one or more of the company’s global and most strategic Management Consulting/Advisory partners to help deliver Asia Pacific & Japan revenue and to support the long-term growth of SAP. This role will lead a portfolio of strategic Management Consulting partners to influence and drive the SAP cloud agenda. This is a highly visible role that will interact directly with the executive level of the assigned partner(s) and will engage with a broad group of executive-level stakeholders and account executives inside SAP. 

KEY RESPONSIBILITIES

  • Go-to-Market Engagement: Leverage your deep partnering background and strategic management consulting experience, to lead a sales execution agenda mapping SAP and partner capabilities to drive go-to-market for joint offerings.  Influence SAP sales and partner leaders to adopt these new offerings creating new opportunities that deliver incremental value and revenue. Achieve partner-driven revenue targets as relevant for assigned partner(s) and directly engage in key sales opportunities and pursuits.
  • New Business Development. Draw upon deep understanding of complex market dynamics and your experience and knowledge with Management Consulting Partners, to identify and drive new market opportunities for the partnership. 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 business units, including regional partner leadership and sales teams.
  • Partnership Transformation. Evangelize, influence, engage, and enable your partners to pursue “win-win” business plans and new business models that support and promote SAP’s strategic agenda – especially in Cloud ERP, Industry Cloud Solutions and Business Technology Platform.  Identify, develop, and execute strategic initiatives in support of these areas. Foster development of partner consulting and advisory capabilities in support of SAP sales and customer/client success.
  • Partnership Governance. As a key member of the Global Partner team, support SAP’s overall relationship with the assigned strategic partner(s) in Asia Pacific & Japan. Plan and manage the strategic partnership to foster executive alignment, execution, and achievement of planned business outcomes. Nurture and maintain senior executive relationships within partner, both alliances and business, to develop and execute strategic business plans, enhance mutual value and market impact. Facilitate top-to-top meetings and ensure effective preparation, briefing, alignment, and execution for key APJ executive meetings and opportunity/account alignment.  Manage partner escalations and drive issue resolution. Manage and execute all aspects of partner management operations including reporting, pipeline development, opportunity management, delivery quality and strategic metrics to ensure timeliness, completeness and relevance.
  • Lead SAP Team. Operate with a “One SAP” approach across the broader SAP organization to ensure effective and coherent partner engagement across business/ market segments. Develop and lead overall SAP/Partner business plan and team execution across LOBs and stakeholders, leveraging deep partner insights, relationships and collaboration. Engage with LOB leadership to ensure effective coordination and alignment. Effectively utilize resources and extended team to maximize productivity in support of SAP and partner objectives. Support field enablement and awareness for new partners and partnering models.
  • Best Practice Champion. Serve as a collaborative luminary and influencer 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.

IDEAL EXPERIENCE

  • Preferred deep management consulting, services/alliances background and experience; min 5 years; roles where you have been responsible for driving technology agenda and solution sales execution with success, both internally and externally for the company. Must possess extensive knowledge of enterprise software and related markets and ecosystems.
  • Extensive experience and relationships at senior levels within the enterprise solutions ecosystem – system integrators, technology vendors, ISVs.
  • Successful track record leading large-scale, complex business agreements and transactions with partners. Management experience preferred.
  • Experience structuring and engaging in multiple partnering models (e.g., co-selling, value-added reselling, cloud, OEM).
  • Demonstrated capacity for operating globally, as a leader or key member of a global team.
  • Bachelor’s degree required

 

CRITICAL COMPETENCIES

  • Collaboration/EQ. Demonstrates capacity to engender trust and effectively collaborate with SAP and partner colleagues at all levels, from SAP senior executives to 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 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 Presence and Engagement. Highly effective executive presence, written and oral communication skills and relationship management. Communicates complex topics simply 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. Ability to influence executive leadership within SAP and the partner for strategic progression of the partnership.
  • Strategic program leadership. Demonstrated ability to structure and manage cross-organizational business initiatives and drive change. Thinks big picture while 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.  Ability to foster teamwork and executive alignment. Flexible and comfortable with ambiguity while striving to bring structure and discipline to ad-hoc work efforts.
  • Learning agility. Shows capacity to adapt, master new topics/behaviors, and continuously improve. Committed to learning constantly—a quick study who is curious and observant. Eager to take on new challenges; brings a positive attitude and is resilient to setbacks. Demonstrated ability to take on new assignments in diverse business areas, ramp quickly, and accomplish significant business results.
  • High-clockspeed responsiveness. Operates with a sense of urgency. Brings an awareness of and sensitivity to field concerns and perspectives. Artfully brings “7x24” responsiveness when needed while maintaining personal balance.

 

OTHER PERSONAL ATTRIBUTES

  • Possesses the gravitas and executive presence to work comfortably and credibly in the highest levels of SAP and partner organizations.
  • Proactive and entrepreneurial leadership; someone who instinctively knows what needs to be done and rallies colleagues to influence and 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.
  • 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 individuals with whom s/he will work.

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.
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.
Successful candidates might be required to undergo a background verification with an external vendor.


 

Requisition ID:  337748
Posted Date:  Jun 23, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Singapore, SG, 117440

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Job Segment: Cloud, ERP, Management Consulting, Consulting, Manager, Technology, Management