SAP Partner Bus Mgt Senior Specialist Job in Bangalore, India

Requisition ID: 185056

Work Area: Sales

Expected Travel: 0 - 10%

Career Status: Professional

Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The Partner Digital Manager (PDM) is dedicated to manage a large number of Tier 2 / 3 or incubating SAP VARs in order to help SAP grow sales in the GB segment, increase delivery capacity and accelerate partners’ contribution to innovation of the SAP/partner solution portfolio.

Sometimes, the role can be focused on, or involve as well, the management of different categories of resell partners – such as dedicated Cloud or LOB specialist partners.

Objective of the PDM role is to ensure better market coverage of the GB segment and increase net new customers through better partner coverage and building partner capacity & capability. iPBMs are responsible for developing the partners and growing sales, increasing delivery capacity and/or accelerating partners’ contribution to innovation of the SAP/partner solution portfolio.

The PDM acts as the partners primary point of contact for SAP and a business advisor.

Key business metrics for success may include:

  • growth of revenue generated through and with assigned Partners (indirect revenue)

  • partner demand generation and pipeline creation

  • planning and increase of partner capability and capacity

  • development and execution of the partner’s business plan, advising on strategic development or expansion (industry, geography, solution)

  • bringing new partners to revenue (when relevant) within a defined timeframe

  • partner satisfaction

  • management of partners’ adherence to PartnerEdge program requirements (if applicable).

Skill sets and experience include:

An understanding of partner business model and engagement; business accumen; busines planning; enterprise software sales; marketing program roll-out; partner lead and opportunity management; SAP practice development (within partner); ability to connect partner with the proper SAP resources; relationship management; and operational execution. Also: a high level of motivation, autonomy and self-starting qualities.

The PDM reports to the regional head of PDMs and has a strong functional link to the Market Unit, particularily the GB & C teams as well as the Commerical Sales team. ThePDM works closely with a variety of people internally, from the CSEs/GB SEs with whom they develop joint territory plans, joint DG plans and help on deals, to Marketing, the PSD organization for enablement orchestration, and the rest of the GB & C team.

Partner Business Management:

  • Understand partner strengths, business imperatives and partner economics.

  • Develop active partner relationships in order to be able to influence partner’s development, investment and success in SAP’s priority areas

  • Build and maintain strategic joint business plans, Ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides in order to fine-tune the annual business plan. Build review cadence and drive performance scorecarding with key stakeholders within the partner.

  • Operationalize the business plan in order to facilitate execution on regional / local level, with all Partner and SAP stakeholders. Execute regular business reviews with all key stakeholders.

  • Design and roll-out joint pipeline generation programs that drive opportunity development, in collaboration with CSE’s and GBSE’s. Develop partner sales campaigns in close collaboration with regional/local channel teams, marketing, legal, inside and field sales management and other relevant units of SAP.

  • Manage Partner Pipeline and collaborate with GBSE and CSE opportunity owners.

  • Drive engagement with SAP Channel marketing resources to support partner demand generation. In particular: ensure full and proper use of all MDF. Drive partners to utilize SAP’s marketing programs and tools.

  • Report on sales progress against targets agreed and initiate corrective actions upon as required

  • Ensure effective review cadence with Partners and key SAP stakeholders

  • Diagnose and prescribe corrective action for underperforming partners or recommends termination if appropriate.

  • Acts as an evangelist and champion within SAP for their assigned partners, ensuring sales and marketing support

  • Leverages the best practices of the Commercials Sales team for digitally managing their partners

Partner Development:

  • Assess strengths and opportunities of the partner based on the agreed-upon strategy.

  • Ensure necessary agreements & contracts between partners and SAP are developed and finalized in a timely fashion.

  • Develop High-level enablement planning and align with PSA to ensure proper execution. Drive enablement of Sales, Pre-sales, Services…Engage directly with Partner Services Advisor (PSA) for enablement needs

  • Acts as a driving force for proposing joint activities between the partner, SAP Marketing and SAP’s Sales force that can develop the partner. Ensure proper planning, execution, results and learnings.

  • Ensure partners meet certification requirements for certifications relevant to partners’ business models, and are trained on latest solution and sales content, working with PSD.

  • Ensures new partners complete the SAP onboarding process and reach their first transaction within the year

  • Identify and position additional partnering opportunities

  • Drive Customer and Partner Reference stories

Experience Requirements:

Partner Account Manager:

  • 10 to 15 years working experience in the software industry; preferably in Channels, Inside Sales or Field sales

  • Experience in a customer or partner facing role (ex. Sales, Partner Management, Customer Service, Sales, Consulting)

  • Demonstrated partnering or sales leadership skills

  • Business development program building and execution experience

  • Strong analytical competencies and a capacity to communicate and present at an executive level

  • An ability identify and champion win-win scenarios

  • High energy - brings innovative ideas to the team and champions best practices

  • A proven capability to work in a team and collaborate

  • Expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners

  • Solid familiarity with Microsoft Office tools, including Excel and PowerPoint

  • Local market knowledge and understanding

  • Business level English: yes

  • Business level local language: yes

  • Strong communication and presentation skills

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own.A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now .

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 ).

Successful candidates might be required to undergo a background verification with an external vendor.

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