Requisition ID: Work Area: Sales Expected Travel: 0 : 10
Career Status: Professional
Employment Type: Regular Full Time
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. Thats 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 its the best:run businesses that make the world run better and improve peoples lives.
Founded in 1972, SAP is the world's leading provider of enterprise applications, analytics, and mobility with over 170,000 customers around the world. SAP is currently seeking an experienced Partner Bus Mgt Senior Specialist.
EXPECTATIONS AND TASKS:
The Partner Business Manager (PBM) is a field:based employee that covers partners for a specific solution (B1, BYD, HCM, CEC, SRM, etc) or for a specific engagement type (Solex, 3rd Party, MCaaS, OEM, ISV, gVAR, Distribution, etc), in order to grow SAP's software license revenue across the SAP solution portfolio. The PBM is responsible for proactively developing the partner's SAP business by driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on mid:term perspective.
The PBM is the main point of contact for building the partner relationship with SAP. The PBM is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre:Sales, Training, PSA, etc.) without under: or over:utilizing those assets. He or she develops partners for long term development, health:of:business and transformation to new solutions, technologies and models. The Partner Business PBM supports partner enablement to drive partners to self:sufficiency from demand generation to closing deals.
The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on revenue, year:over:year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact.
Key Responsibilities : Partner Business Manager
Strategic Value and Business Development
Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their business with SAP.
Understands the partner's basic financial structure and key drivers which influence their business and decisions
Proactively develops active and long:term partner relationships across all roles in the partner (executives, sales, marketing, technical, ...), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP
: :resents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break:even, and return on investment to gain partner adoption; Develops and executes effective joint annual business planning with partner to ensure proper
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