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CEE Senior Partner Business Management - Channel Head (location Bulgaria)

What we offer

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!

 

 

 

The Senior Partner Business Manager (Channel Head) is a field-based employee that covers all partners in the CEE region, in order to grow SAP's software license revenue across the SAP solution portfolio.  The Channel head is responsible for proactively developing the partner's SAP 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 mid&long-term perspective.

 

The Channel Head is the main point of contact for building the partner relationship with SAP. The Channel head is a leader, who plays a role of icentral advisor to the partner, owning the partner relationship end to end, and 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. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. Being a virtual leader for the Channel in the region, he or she supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The Channel Head provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact.

 

 

Key Responsibilities 

 

Strategic Value and Business Development

Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner's business with SAP.

1. Understands the partner's basic financial structure and key drivers which influence their business and decisions

2. Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, �), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP

a. Understands and articulates the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts);

3. Presents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption;

a. mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas)

4. Assists partner in building transformational plans to differentiate themselves and add value to customers.

a. Explains economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status

5. Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.

a. Works on investment and expansion plans,

b. Documents partner's commitments and investments,

c. Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).

d. Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning

6. Proactively provide professional preparation and leadership of partner/SAP meetings

7. Being a leader for the PBM community in the given MU, strategically managing the Channel development and Cloud transformation

 

Overall: Revenue Generation and Leadership

Responsible for sales of SAP software licenses with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams.

1. Drives partner execution to revenue commitments to SAP and measures and reports progress

2. Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;

a. Develops partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.

b. Utilizes available experts (presales, GBSE, AEs, etc.) to generate the best possible approach and result for the partner's business.

3. Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin

4. Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)

5. Updates and communicates key partner changes --  for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. -- to relevant SAP systems and teams (e.g., PRM, ISE's, Account Executives)

6. Prevent and resolve conflicts. Escalate as needed

 

Partner Demand Generation and Pipeline Creation

Responsible for partner's pipeline development; driving to SAP's expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.

1. Understands, develops and shares relevant demand generation and pipeline creation best practices with partners

2. Leads and drives partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans;

3. Guides partner's demand generation plans to align with SAP's current go-to-market messaging;

c. Influences partner to effectively utilize 100% of their marketing development funds;

d. Ensures partners utilize and leverage SAP's Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs;

e. Tracks and measures the return on investment (ROI) on the partner's documented demand generation activities

4. Develops and executes a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references

Meeting with top partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business. Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.

 

General Partner Management

Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP's Chanel Operating Policies. Support for complex deals in accounts under 700m�.

1. Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio

2. Effectively trains partner's sales force to become experts on delivering the SAP value proposition (overall and by solution) 

3. Guides partner to work effectively within SAP's Go-to-Market strategy

4. Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.

5. Diagnoses and prescribes corrective action for underperforming partners

6. Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met

 

 

Experience & Educational Requirements

 

  • 10+ years working experience in the software industry
  • 7+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus'
  • Demonstrated partnering and sales leadership skills
  • Relevant experience in cloud / HANA topics
  • Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
  • Strong analytical competencies
  • Effective communication and presentation skills an executive level
  • High energy - brings innovative ideas to the team and champions best practices
  • Proven capability to work in a team and collaborate; with independent accountability
  • Microsoft Office tools, including Word, Excel and PowerPoint
  • CEE market experience and understanding (software industry, trends, vertical market industries, etc.)
  • Business level English: yes
  • Business level local language: yes
  • Bachelor equivalent: yes

    Master equivalent: preferred

 

 

 

We are SAP

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.

 

Our inclusion promise

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

 

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:299931 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

CEE Senior Partner Business Management - Channel Head (location Bulgaria)

Facility:  299931
Posted Date:  Sep 22, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 50%
Location: 

Sofia, BG, 1618


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