SAP SAP Business One Partner Business Management (Senior) Specialist Job in Virtual - Germany, Germany

Requisition ID: 190697

Work Area: Sales

Location: Virtual - Germany

Expected Travel: 0 - 50%

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.

PURPOSE AND OBJECTIVES

As Business Management (Senior) Specialist you are responsible for building a business in a given geography, solution, and/or industry, including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management).

EXPECTATIONS AND TASKS

Channel Sales Manager for SAP Business One in Germany:

  • Identifies market opportunities and -coverage and delivery capacity gaps in the partner ecosystem.

  • Identifies potential partners to recruit to meet capacity requirements and builds business case to present the partner value proposition (including economic value prop)

  • Responsible for creation, monitoring and review of Business Development activities.

  • Focus will be on the volume segment

  • Act in strong interrelationship with other specialized sales roles (e.g. specialized AEs in Enterprise segment in regional centers of Expertise)

  • The Channel Sales Manager also develops and executes the- Partner demand generation plans to build partner pipeline- Partner competency plans to ensure partner resources are trained on the latest solution and sales content- Partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies- Presales coaching plan for existing and new partners

Solution / Industry specialized Partner Sales Support:

  • Gets involved into transactional sales support in key deals in his area(s) of solution / industry expertise at AE’s request

  • Coaches partner sales reps to interact with prospects in large or complex SW deals in order to position the value of the respective SW or industry solution

  • Provides forecast by partners to the country- and regional sales management. Ensures forecast and pipeline accuracy

  • Escalates critical deals in a proactive and professional manner

Solution / Industry specialized Channel Pipeline Generation:

  • Coordinates solution / industry specialized demand generation activities in coordination with Commercial Sales and aligned with Indirect Channel Management to ensure solid pipeline

  • Works with Partners and Indirect Channel Management to prospect new companies as potential customers

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • University degree, preferably in Computer Science, Engineering or Management

  • Understands the principles of solution selling through Partners

  • Experience in selling ERP solutions

  • Experience in selling Cloud solutions is a plus

  • Knowledge of SME ERP Solution Portfolio and relevant markets

  • Excellent knowledge of the German language

  • Good written and oral English communication skills.

WORK EXPERIENCE

  • Minimum 3 years of experience in a sales role, preferably in partner sales

  • Experience in multi-channel go to market models

  • Experience with ERP solutions

  • Proven track record of target achievement

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.

Additional Locations: