What we offer
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!
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.
1. Understands the partner's basic financial structure and key drivers which influence their business and decisions
2. 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
a. mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas)
4. Assists partner in building transformational plans to differentiate themselves and add value to customers.
a. Explains economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status
5. Develops and executes effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
a. Works on investment and expansion plans,
b. Documents partner's commitments and investments,
c. Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.
e., quarterly updates and reviews).
d. Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
6. Proactively prepare and execute on partner / SAP meetings
Overall : Revenue Generation and Leadership
Responsible for sales of SAP software licenses with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams.
1. Drives partner execution to revenue commitments to SAP and measures and reports progress
a. Develops partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.
b. Utilizes available experts (presales, GBSE, AEs, etc.)
3. Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin
ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
5. Updates and communicates key partner changes - for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc.
6. Resolves conflicts, align with management on critical cases and escalate as needed
Partner Demand Generation and Pipeline Creation
Responsible for partner's pipeline development; driving to SAP's expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.
1. Understands and shares relevant demand generation and pipeline creation best practices with partners
e. Tracks and measures the return on investment (ROI) on the partner's documented demand generation activities
including setting goals for establishing customer references
Meeting with top partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business.
Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.
General Partner Management
Responsible for the overall success of partners assigned to with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP's Chanel Operating Policies.
Support for complex deals in accounts under 700m.
1. Optimizes partner engagement and investment in the SAP ecosystem and portfolio
2. Effectively trains partner's sales force to become experts on delivering the SAP value proposition (overall and by solution)
3. Guides partner to work effectively within SAP's Go-to-Market strategy
4. Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.
5. Diagnoses and prescribes corrective action for underperforming partners
6. Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met
The Inside Partner Business Manager (IPBM) is the equivalent to the PBM for remotely managed partners. Consequently the IPBM fulfills the same tasks and responsibilities as the PBM with slight adjustments to take into account that contact is mainly via telephone.
Experience & Language Requirements Education Professional Training & Certification
Experience & Language Requirements
7+ years working experience in the software industry
5+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ?plus'
Demonstrated partnering and sales leadership skills
Relevant experience in cloud / HANA topics
Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
Strong analytical competencies
Effective communication and presentation skills an executive level
High energy - brings innovative ideas to the team and champions best practices
Proven capability to work in a team and collaborate; with independent accountability
Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
Business level English : yes
Business level local language : yes
Bachelor equivalent : yes
Master equivalent : preferred
We are SAP
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
Our inclusion promise
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 : Americas : Careers.
NorthAmerica sap.com or Careers.LatinAmerica sap.com, APJ : Careers.APJ sap.com, EMEA : Careers sap.com.
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.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID : 304353 Work Area : Sales Expected Travel : 0 - 10% Career Status : Professional Employment Type : Regular Full Time