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Manager - Inside Partner Business Management

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!

 

 

 

 

 

COMPANY DESCRIPTION

SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.

 

The Manager - Inside Partner Business Management is a field-based leader that manges a team of employees who cover partners who resell and/or implement SAP solutions in order to grow SAP’s software license revenue across the SAP solution portfolio. This Manager for the iPBM team may travel to partner sites, strategic SAP partner facing events such as Customer Succes Summit and Sapphire and as required to support employees.  The iPBM team 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. This Manager reports to a leader in SAP NA PES Partner Management Team, aligned to various solutions and works with an extended team -- that includes global partner managers, indirect and direct sales reps, Inside and Field sales (Account Executives), marketing, development, product management and technical resources - as one SAP.


EXPECTATIONS AND TASKS

This leader is the main point of contact for day to day activities for the iPBM team as well as the partners supported by those employees.  This person will act as a liason to the channel organization in support of the iPBM team and partners, owning execution by the team to:

  • Own the partner relationships end to end
  • Coordinate all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio
  •  Appropriately manage/balance the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets
  • Develop partners for long term contribution, health-of-business and transformation to new solutions, technologies and models
  • Support partner enablement to drive partners to self-sufficiency from demand generation to closing deals
  • Provide support to partners in sales cycles via pulling in resources to help coach, mentor and shadow partners in their customer attainment activities

As a manager, this person will focus on development and enablement of the iPBM team.

The position is measured on attainment of role based MBOs, which include:

  1. Development of iPBM talent
  2. Indirect revenue growth
  3. Development and execution of channel initiatives, strategies and programs
  4. Partner revenue attainment, year-over-year growth, market share growth, adoption of strategic solutions, pipeline development, partner readiness, project execution and contribution of net new names to the Midmarket segment.

 


WORK EXPERIENCE

  • 5+ years working experience in the software industry
  • 5+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus’
  • 3-5+ years of direct people mangement or equivalent experience
  • Demonstrated partnering and sales leadership skills 
  • Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
  • Analytical competencies and business and financial acumen
  • Effective communication and presentation skills at 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
  • Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
  • Business level English


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIE

  • BA or higher degree in IT/ business/ economy or another related field or equivelent work experience
  • Highly developed communication and leadership skills
  • Demonstrable strong and detailed people management skills
  • Sales and Operational capablity, with attention to details for inspection and performance management of partners
  • Able to operate in complex matrix environment of SAP and US Market Units
  • Strong value system for building trust, alignment and engagement across the organization
  • Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership

 

 

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:317268 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time  | Additional Locations: 

Manager - Inside Partner Business Management

Facility:  317268
Posted Date:  Jan 16, 2022
Work Area:  Sales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Vancouver, British Columbia, CA, V6B 1A9


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