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

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.

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

Role Summary

  • 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

Work experience:

  • 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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