SAP Partner Sales Senior Specialist-(3rd party sales) Job in Woodmead, South Africa
Requisition ID: 181601
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
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Senior Partner Business Manager, 3 rd Party Solutions EMEA South
What is 3 rd Party Software business at SAP
To maximize our value proposition to our customers, SAP has signed over the past 10 years a number of reselling agreements with 3rd party companies to bring additional (Best-of-Breed) solutions to our product portfolio. Those products, also named Solution Extensions, are on the SAP pricelist, are fully integrated in the SAP environment like any other SAP products, they are also maintained by SAP. As such, we bring full guarantee and full commitment to our customers buying those products.
With Solution Extensions, we increased our value proposition to our customers, we drive further innovation, we reinforced the scope of SAP products and we offer incremental revenue opportunities.
Mostly sold direct through our SCP accounts or Large Enterprise, we can also sell it in the Upper GB
The basis of the role is to manage the relationship with the 3 rd party partners at Regional level, build the engagement with SAP Field sales teams and ensure development of the related business.
It consists of establishing solid Partnership, defining strategic plan, enabling internal teams, drive sales programs, build pipeline, and engage on deal support.
Accountable and measured on the regional 3PS revenue
Manage local 3PS forecasting, pipeline build activities (x4, ideally x5 of regional 3PS budget) with demand Gen activities and any other activities with local 3PS ie SAP Forum or Industry days
Represent 3PS during local APM sessions
Manage the 3PS partner relationship at the MU level with local 3PS partner representatives
Lead and drive the activity of the 3PS partners and make sure agreed activities are executed and are contributing to revenue achievement.
Make sure 3 rd party products are meeting annual revenue target in the region
Set-up a 3-year business plan per partner for the region, including execution plan
Build a strong and close relationship with the key representative of the partners in the region
Manage QBR to monitor performance and adapt the GTM
Set-up joint-events and Demand Generation activities to build a minimum x4 pipeline for each key partner
Make sure the regional Field sales are enabled on 3 rd Party Products, including Sales specialists and ISEs
Create the environment to get Senior Executive relationship between the key partners and SAP local management
Participation to Account planning to position and to highlight the opportunities held with 3 rd party products
Make sure the SAP Ecosystem is aware of our solutions (SolEx) and able to expand in the channel, depending on the region, leveraging SAP partners to support 3 rd party partner expansion
Initiate any activity requested to successfully launch a new partner solution in the region
10 years professional experience minimum with a strong background in the Software/Cloud industry
Understanding of the strategic foundation, the governance structure and the dynamics of the collaborative process in partnerships
Familiar to Regional and Matrix organizations
Partner management experience (mini 3 years)
Direct sales experience (ideally in Large Enterprise)
Good industry knowledge
Education and qualification / Skills and competencies:
Engineer or Business School
Ability to build a strong relationship at C-Level both with partners and SAP executives
Capacity to build and adapt a comprehensive GTM strategy
High energy, bringing innovative ideas to develop partner sales with SAP
Strong analytical competencies and communications skills face to face or via web conference
Open to multicultural business environment
Language: Fluent English (mandatory), any other language will be a plus (ideally Arabic)
Travel: 20% across the EMEA South region
Position: T4 PF
Employment type: Regular full time
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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