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Partner Recruiting & Activation Expert

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!

 

 

PURPOSE AND OBJECTIVES 

 

The Partner Recruiting & Activation Manager is focusing on mid-term business development activities across the entire partner portfolio of SAP. The target is to effectively extend the ecosystem of SAP, to find partners within the scope of a well-defined partner strategy and to recruit them for the business with SAP. The main focus of this position is to expand SAPs ecosystem into areas aligned to the strategy. This is done by recruiting scalable, financially healthy partners, by raising the activity-level of existing partners as well as by creating specific campaigns which will eventually drive revenue with partners. 

 

EXPECTATIONS AND TASKS 

 

Main Responsibilities

  • Business Planning / Strategy for the respective area with alignment with Sales and Channel stakeholders 
  • Ensures development of the annual partner business planning based on strategic focus of the partner as well as SAP; major dimensions covered are annual business goals, enablement, business development, demand generation & marketing; focuses on critical areas for the partner. 
  • Enables partners for further development, based on business approach and willingness/ability to grow. Derives specific measures in order to develop the partner based on the overall goals agreed to. 
  • Enables partners to excel in sales and delivery; Operationalizes the business plan in order to facilitate execution on regional / local level in collaboration with local Partner Sales Managers as well as with other SAP units involved. 
  • Reports on activities agreed per partner / campaign and indicates deviations from agreed roadmap. Identify possible solutions and drive their implementation accordingly. 
  • Leverages the multi-solution portfolio in order to maximize the impact of the partners covered. Actively drives partners to adopt SAP’s cloud portfolio and transform the business accordingly. 
  • Ensures partner resources have full access to and are utilizing SAP tools and methodologies. 
  • Identifies white space and analyzes gaps in the Ecosystem within the area of responsibility. 

  

Partner Recruiting  

  • Screens the market to identify potential partners (competitive Resellers, ISVs, etc.); Has a special focus on non-traditional partners in order to further expand and innovate the ecosystem (e.g. utility- / telco-companies, influencers, new and growing businesses, etc.). 
  • Orchestrates and drives the recruitment process in SAP partner relationship management systems. 
  • Drives business plan for recruiting with candidate and get sign off from SAP stakeholders. 
  • Develops the relationships with the Partner senior management, including C-level,  that will drive the necessary levels of strategic focus through the life of the relationship. 
  • Drives  partner onboarding process in close collaboration with relevant internal stakeholders until 1st transaction closed and sufficient pipeline has been built.  
  • Manages escalations in his area of responsibility. 

  

Activation and Development 

  • Monitors the business level and the general business approach of the partners in his/her area. 
  • Identifies actions to increase the productivity  level of partners assigned to; does so in a proactive manner. 
  • Implements in collaboration with others in the field. 

  

Campaign Development & Roll-Out 

  • Ensures development and operationalization of distinctive partner sales campaigns based on the partner sales strategy in close collaboration with regional/local ecosystem teams, marketing, legal, field sales management and other relevant units of SAP. 
  • Implements roll-out of campaigns with local sales management in order to push initial deals which are required to stabilize the business on both sides, SAP as well as the partner. 
  • Ensures reporting on sales progress against targets agreed and initiates corrective actions upon as required. 
  • Assess strengths and opportunities of partner business on a constant base, aligning with SAP’s business aspirations. Recommends actions & next steps to SAPs sales management accordingly. 
  • Improves sales and delivery efficiency by making enablement available just in time, ensuring the right content and knowledge is delivered as required, and that skills are developed in line with joint business plans. 
  • Understands future opportunities for mutual business expansion covering all relevant areas (solution development, industry-focus, regional focus, etc.) in collaboration with other channel stakeholders. Drives corresponding projects (mid- / long-term) from SAP-side which help to expand the business for both parties. 
  • Builds a community of best performance for our partners through challenges, learning content and recognition of our top partners and their high potential across the diverse market units. 

 

WORK EXPERIENCE 

  • Minimum 8-10 years experience in partner business (Sales, Marketing, Business Dev. or other)  
  • Understanding the principles of solution & cloud selling through Partners 
  • Knowing or having successful experience in multi channel go to market models 
  • Ability to articulate and position Global Partner Organisation Value Proposition along with Partner ROI at CxO level 
  • Knowledge and understanding of Partner Dynamics 
  • Knowledge of Solution Portfolio, especially cloud and platform, and relevant markets 
  • Business level English: yes 
  • Business level local language: yes 

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES 

  • Bachelor equivalent: yes  
  • Masters 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:299490 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Partner Recruiting & Activation Expert

Facility:  299490
Posted Date:  Aug 26, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Woodmead, ZA, 2148


Job Segment: Recruiting, ERP, Business Development, Field Sales, SAP, Human Resources, Technology, Sales