Partner Ecosystem Engagement: Senior Ecosystem Development Manager

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Partner Ecosystem Engagement: Senior Ecosystem Development Manager

Provides expert and supplementary business development services to partners at different phases of the partner GTM and customer engagement lifecycle.

This role directly reports into the Regional Leader for the APAC PES Ecosystem Development Team, but is Market Unit focused in its scope. Specifically, it will serve to support the Line of Business leader(s) and the Market Unit PBM’s and CPO.

Acting as a LoB ecosystem lead for HCM and for CX, you will contribute to maximizing SAP’s LoB and Business Suite growth opportunity through our ecosystem. This is a stretched role, requiring LoB expertise, business development acumen, and understanding of the Japan ecosystem. Critically, it requires a person who excels in stakeholder management given its cross LoB and cross functional nature.

Core tasks include:

• Building and executing a robust business plan to drive growth of the LoB business via the ecosystem, both as an indirect motion, and as an influence motion. Focused on all customer segments.
• Identifying and establishing right-fit new partnerships to SAP, including developing a roadmap to LoB revenue from committed partners.
• Discovering new opportunities for go-to-market collaboration between partner and SAP for growth solutions such as Enterprise Service Management, Smart Recruiters, Sales Cloud v2
• Translating SAP’s Business Suite strategy and LoB innovation into clear and compelling customer value via the partner ecosystem
• Unlocking the opportunity to drive new sales and upsells via the ecosystem for LoB entitlements embedded within, and extending upon, Cloud ERP Private and Public motions.
• Driving growth of HCM and LoB consumption, via the Ecosystem, within the install base.
• Executing business development activities directly with partners but in close collaboration with all Partner Business Managers
• Ensuring partner readiness across all stages of customer lifecycle:
  • Acting as a trusted advisor and coach to partner on presales activities, such as demo readiness and value selling
  • Driving partner transformation through structured engagements to build and scale partner’s cloud delivery practice, with enabling partner’s cloud expertise and capacity
  • Acting as a trusted advisor and coach to partner on post sales activities, driving adoption and consumption
• Developing, delivering and driving flagship enablement that accelerate partner sales, presales and delivery performance

Key Responsibilities & Tasks: Role Purpose

• This role is designed specifically to support HCM, and the CX Line of Business Ecosystem.
• To that end, it will serve primary customers in the form of the LoB Sales VP, and the Market Unit CPO. 
• From a GTM perspective, the aim is to design and execute ecosystem strategies that can be adopted and employed by all partner facing roles in SAP, and by proxy the partners that those roles manage, in order to support our scale.
• Taking direct responsibility for managing a ring-fenced set of LoB focused partners dedicated to supporting growth of this business through a sales and adoption motion.
• Guiding partner engagements and investments to SAP’s LoB applications as part of the Business Suite GTM.
• Maintaining annual plans for partners, identifying prospects for partners and driving pipeline growth.
• Orchestrate internal stakeholders across Solution Sales, Partner Ecosystem Success, Marketing, providing guidance and advisory.

Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.  

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 world.

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Requisition ID: 444555  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid