Head of Partner Ecosystem Success, APAC

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Head of Partner Ecosystem Success, APAC

The APAC Head of Partner Ecosystem Services (PES) is a key and strategic senior regional leadership role that is critical to driving the execution of SAP’s strategy to deliver the growth in the Cloud for SAP through the channel and partner ecosystem. At a time when SAP as an organization is making Partner business as an important lever of growth in the next few years, this role truly is exciting, strategic and transformation in developing this critical and fastest growing Go-to-Market.

The role is:

• Accountable for the alignment of partners with SAP Cloud growth strategy and deliver on cloud growth targets across all Partner types (resellers, SI, Software , LoB, Service providers, Tech & Hyperscalers etc)
• Responsible for building partner plans and execution in alignment with 2025 business plans to deliver the growth aspirations
• Driving Cloud transformation, across sales, indirect / resell partner business, Delivery Quality and large customer transformations.
• Develop and own Partner Autonomy to deliver true partner driven business.

​ Key Responsibilities & Tasks

The Regional PES Head covers all partners and ecosystem types driving SAP’s GTM offerings in order to grow SAP's software and Cloud license revenue across the SAP suite and solution portfolio.  The role is responsible for proactively developing the SAP’s partner business by driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on short-mid-term perspective to deliver revenue.

The PES leader is the main point of contact for building the partner relationship within SAP and externally. The PES leader and team own the partner relationship end to end and is responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio.

The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e., Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets to effectively transform the partner ecosystem especially as we head towards Partner Autonomy. He or she develops partners for the long-term development, health-of-the business and transformation to new solutions, technologies, and commercial business models. They own, oversee and support partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PES team supports partners in sales cycles via coaching, mentoring, and shadowing in customer facing sales activities.

The position is measured on revenue total Indirect Bookings and Revenue, NNN growth, Growth of Corporate Segment, Indirect bookings growth, Market Share Growth, Adoption of Strategic solutions, Delivery Quality Frameworks, Renewals and Customer satisfaction and dominant focus on the Cloud within these metrics.

Key functions include:

• Partner Business Management and autonomy frameworks
• Strategic Value and Business Development
• Partner Demand Generation and Pipeline Creation
• Thought leadership
• Setting Leadership Direction

Experience

• Minimum 12-15 years of deep managerial skills with a background in recruiting, building, managing, and driving a high performing team both direct and extended team across APAC.
• Preference for deep Channel and Partner domain experience with a broad knowledge of all areas within Channel and Partner Ecosystem GTM.
• Extensive experience working within an agile and complex matrix GTM both regionally and globally with proven success and a focus to drive and deliver results, create the future; build a team; develop people; manage performance and execute against the company plans to deliver the Cloud growth for SAP.
• Strong industry Cloud knowledge with an understanding of APAC markets and opportunities for SAP’s suite of Cloud solutions.
• Understanding of SAP’s business segmentations with a background and understanding in delivering revenue and pipeline both indirect and co-sell through partners and ecosystem across all segments. 

Education

• Bachelor equivalent: Yes
• Master’s equivalent: Preferably
• Business level English: yes

Additional Information

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part of by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

To support you in this responsibility you can view relevant information via Success Map for your entire organization. This business execution tool supports you in leading the success of your organization by providing you with information to guide your direct reports in following through with their responsibilities. Act as a role model by coaching and recognizing your direct reports and providing just-in-time feedback and expecting the same of your direct reports.

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