We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.
ROLE DESCRIPTION:
The Partner Managed Cloud Business (PMC) is a vital and complementary indirect route to market that empowers our partners to deliver flexible, end-to-end "as-a-Service" solutions to customers across SAP's entire cloud portfolio.
From RISE with SAP, GROW, BTP, to Business AI and beyond, the PMC model unlocks a world of possibilities, addressing the rapidly growing managed services and BPO market demands through our trusted partner ecosystem.
This role within the Partner Ecoystem Success Organization and Partner Managed Cloud Team is at a global level engaging and collaborating with global & major systems integrator and consulting firms (GSIs). The role’s key responsibilities are to grow SAP’s indirect revenue through managed services, BPO and as-a-service offerings with the Partner Managed Cloud route to market.
Key business metrics for success include incremental and joint sales pipeline for Partner Managed Cloud especially through “as-a-service Partner Offerings”, and incremental indirect revenue. Critical skill sets and experience include understanding of GSI/consulting services engagement models, enterprise software/cloud sales and business development program development, rollout and operational execution.
EXPECTATIONS AND TASKS:
Partner Engagement
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- Develop deep and active partner relationships within the global/regioal partner base
- Understand partner growth strategies to identify and facilitate alignment of joint market opportunity development
- Gain focus and alignment with partners on accounts and programs as needed to drive field alignment, new business, and customer success.
- Establish and ensure effective management system execution with partners and key stakeholders within the region.
Business Partnering Leadership
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- Act as trusted advisor to field sales and field sales leadership to drive effective and systematic partner engagement that maximizes the value of Partner Managed Cloud and “as-a-service Partner Offerings”.
- Develop and maintain a detailed knowledge of the sales territory, partner landscape, key regional business imperatives, and drive replication from Global to Regions and Market Units
- Act as a strategic liaison to our GSSP and PES Partner Teams and ensure effective communications and conflict resolution as needed
Joint Program Development and Execution
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- Identify and develop joint go-to-market initiatives/business cases, aligning partner & SAP value, offerings and capabilities, to address market opportunity and deliver revenue growth.
- From Business Case to driving collaborative pipeline generation, opportunity development and end to end sales execution.
- Align global partner programs for effective rollout and execution with partner and field sales teams in Regions and Market Units
- Develop and operationalize joint partner business plans to optimize agreed objectives
- Evangelize initiatives and value of teaming with partners; troubleshoot and resolve conflicts; establish and facilitate rules of engagement with partners.
KEY METRICS
- Quota achievement: services partner joint pipeline and revenue quota with focus on strategically valuable pipeline and revenue that is aligned with regional growth strategy
- Performance against joint initiative and partner program metrics
- 3rd Party software pipeline & revenue
- Project-specific MBOs
WORK EXPERIENCE:
- 10+ yrs experience in the software industry
- Channel Sales Experience
- Experience in developing and executing strategic partnerships with global and major systems integrators
- Complex organizational leadership experience with services partners and direct sales teams
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
- BA or BS degree or equivalent
- Proven software industry / Cloud business development & sales skills
- Strong analytical competencies and a capacity to communicate, influence, persuade and present at an executive level
- High energy – brings innovative ideas to the team and champions best practices
- Ability to identify, develop, champion and execute strategic initiatives with highly complex partners
- A proven capability to work in a team and collaborate across matrixed reporting lines
- Expertise and acumen in forging initiatives and go-to-market sales pipeline/opportunity development plans
- Ability to effectively lead change initiatives, collaborate for mutual success and thrive in ambiguity.
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Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.
We win with inclusion
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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
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.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 132,000 - 281,400 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 397264 | Work Area:Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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