Global Manager (f/m/d) of Partner Managed Cloud, Frameworks & Commercials

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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. 

YOUR FUTURE ROLE

This role within the Partner Ecoystem Success Organization and Partner Managed Cloud Team is at a global level engaging and collaborating with global & major systems integrator and consulting firms (GSIs). The Roles key responsibility is to establish global and execture repeatable Frameworks (high value/volume) which enable repeatable sales through the Partner Managed Cloud Route to market with SAP’s Cloud Solutions primarily Cloud ERP and LOB Solutions. This includes Business Case identification and qualification to execution and monetization in Regions and Market Units with our Team.

Key business metrics for success include incremental and joint sales pipeline for Partner Managed Cloud especially through “as-a-service Partner Offerings”, and incremental indirect revenue.  Critical skill sets and experience include understanding of GSI/consulting services engagement models, enterprise software/cloud sales and business development program development, rollout and operational execution.

EXPECTATIONS AND TASKS:

Partner Engagement

• Develop deep and active partner relationships within the global/regional partner base
• Understand partner growth strategies to identify and facilitate alignment of joint market opportunity development
• Gain focus and alignment with partners on accounts and programs as needed to drive field alignment, new business, and customer success.
• Establish and ensure effective execution with partners, key stakeholders global and within the regions.

Business Partnering Leadership

• Act as trusted advisor to field sales and field sales leadership to drive effective and systematic partner engagement that maximizes the value of Partner Managed Cloud and “as-a-service Partner Offerings”.
• Develop and maintain a detailed knowledge of the sales territory, partner landscape, key regional business imperatives, and drive replication from Global to Regions and Market Units
• Act as a strategic liaison to our GSSP and PES Partner Teams and ensure effective communications and conflict resolution as needed

Joint Program Development and Execution

• Identify and develop joint go-to-market initiatives/business cases, aligning partner & SAP value, offerings and capabilities, to address market opportunity and deliver revenue growth.
• From Business Case to driving collaborative pipeline generation, opportunity development and end to end sales execution.
• Align global partner programs for effective rollout and execution with partner and field sales teams in Regions and Market Units
• Develop and operationalize joint partner business plans to optimize agreed objectives
• Evangelize initiatives and value of teaming with partners; troubleshoot and resolve conflicts; establish and facilitate rules of engagement with partners.

 YOUR PROFILE

• BA or BS degree or equivalent
• 10+ years experience in the software industry
• Channel Sales Experience
• Experience in developing and executing strategic partnerships with global and major systems integrators
• Complex organizational leadership experience with services partners and direct sales teams
• Understanding of SAP internal processes (for example Harmony, provisioning) is of advantage
• Proven software industry / Cloud business development & sales skills
• Strong analytical competencies and a capacity to communicate, influence, persuade and present at an executive level
• Ability to identify, develop, champion and execute strategic initiatives with highly complex partners
• A proven capability to work in a team and collaborate across matrixed reporting lines
• Expertise and acumen in forging initiatives and go-to-market sales pipeline/opportunity development plans
• Ability to effectively lead change initiatives, collaborate for mutual success and thrive in ambiguity.
• High energy – brings innovative ideas to the team and champions best practices
• Fluent English and German language skills are mandatory, other languages are considered as an advantage

ABOUT THE TEAM

The Partner Managed Cloud Business (PMC) is a vital and complementary indirect route to market that empowers our partners to deliver flexible, end-to-end "as-a-Service" solutions to customers across SAP's entire cloud portfolio. 
From RISE with SAP, GROW, BTP, to Business AI and beyond, the PMC model unlocks a world of possibilities, addressing the rapidly growing managed services and BPO market demands through our trusted partner ecosystem.

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 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: 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.

Requisition ID: 397250  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Berufserfahren  | Employment Type: Vollzeit, unbefristet   | Additional Locations:  #LI-Hybrid