Delos Cloud Commerce Channel Manager (f/m/d)

About Delos Cloud:

Delos Cloud, a start-up founded by SAP, strives to deliver a sovereign cloud platform for the digital transformation of the German public sector. The platform is an essential component for the implementation of the German Administrative Cloud Strategy (DVS) in compliance with all relevant data protection, IT security, and secrecy requirements of the BSI. Delos Cloud is a trusted partner of the federal, state, and local IT service providers and complements their service portfolio. Therefore, you will find exciting and varied tasks in an innovative and meaningful environment. For more information, please visit: www.deloscloud.de

What you`ll do:

The Commerce Partner Manager for Delos Cloud is a strategic role focused on scaling our business by managing and enabling the go-to-market (GTM) efforts of system integrators in Germany. You will own key relationships with partners, aligning joint sales and marketing efforts, overseeing pipeline management, and driving collaborative growth. By building strong alliances and co-developing scalable strategies, the Commerce Partner Manager will play a crucial role in expanding the company’s presence within the government and public sector markets.

Key responsibilities:

Strategic Partner Relationship Management: 

• Establish and maintain deep, trusted relationships with key system integrators positioning them as core partners for growth.
• Act as the primary liaison for these partners, ensuring regular communication, collaboration, and support for their GTM efforts.
• Negotiate and structure partner agreements, ensuring mutual alignment on objectives and outcomes.

Go-to-Market Enablement: 

• Develop and implement joint GTM strategies with system integrators to penetrate key public sector markets.
• Enable partners by providing resources, training, and support needed to promote and deliver cleared cloud solutions.
• Drive partner-specific sales enablement activities, such as co-branded campaigns, joint marketing events, and collaborative solution development.

Pipeline Ownership & Joint Activities: 

• Own and manage the joint pipeline with partners, focusing on identifying and progressing strategic opportunities through to closure.
• Regularly review and track joint sales activities, working with partners to identify challenges, remove barriers, and accelerate deal cycles.
• Lead cross-functional teams in executing joint partner initiatives, such as government RFP responses, solution demonstrations, and pilot projects.

Sales & Marketing Alignment:

• Collaborate closely with sales teams to ensure alignment with partner strategies and co-selling opportunities.
• Work with the marketing team to craft partner-specific marketing campaigns, demand generation activities, and promotional content targeting government sectors.
• Ensure that system integrators are integrated into broader sales and marketing plans, events, and strategic initiatives.

Business Growth & Scaling: 

• Focus on scaling the business by developing frameworks for long-term partner engagement and repeatable success across Germany.
• Identify new opportunities for growth within system integrators networks, including emerging technology needs and public sector trends.
• Analyze partner performance and market trends to drive continuous improvement and recommend strategies for scaling across the partner ecosystem.

What you bring:

• Bachelor’s degree in Business, Marketing, IT, or related field. An MBA or equivalent experience is preferred.
• 5+ years of experience in partner management, sales, or business development, with a strong focus on working with system integrators.
• Deep understanding of cloud services, government IT operations, and cleared environments (e.g., federal government, public sector IT infrastructure).
• Proven success in managing and growing strategic partnerships, specifically within the government sector.
• Strong relationship-building skills with the ability to manage complex partnerships and drive collaborative success with large system integrators and government entities.
• In-depth knowledge of government procurement processes, contracting vehicles, and regulatory requirements for IT services in the public sector.
• Excellent communication, negotiation, and presentation skills, with a proven ability to align multiple stakeholders around common goals.
• Experience in pipeline management, sales alignment, and developing joint go-to-market strategies with partners.
• Fluency in German & English

What we offer:

• A flexible work environment that promotes a healthy balance between personal and professional life 
• Excellent development opportunities 
• Competitive salary and various employee discounts and vouchers 
• Flexible working models such as working from home flexibility as well as time-off models 
• Flexible mobility programs (e.g. company car policy, JobRad, etc.)  
• In the office: free lunch, water, excellent coffee, and opportunities for outdoor sports activities 
• Additionally: Company pension plan, share participation options, working time account, etc. 
• Intense onboarding, incl. personal buddy 
• Our 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.  
• 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. 
• Delos Cloud 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. 

#DelosCloud

We win with inclusion

Our 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 Delos Cloud, 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.
Delos Cloud 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 Delos Cloud 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.