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Partner Business Manager
4 months ago
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.
The Partner Business Manager (PBM) Lead is a people manager who manages a team of Partner business managers & a field-based employee that covers channel business for all Cloud solutions (HxM, ISBN, S/4 HANA RISE & S/4HANA Grow, BTP, DSC, CX, etc) to grow SAP's cloud subscription revenue across the SAP solution portfolio in designated territories. The PBM is responsible for proactively developing the partner's SAP business by helping finalize their business plan, driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities.
Key Responsibilities:
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.
Overall: Revenue Generation and Leadership
- Responsible for sales of SAP Cloud Subscription with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams. Also responsible for scaling Partner Led Territories business with partners.
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.
- 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
People Management
- Responsible for managing a team of Partner business managers. Provide thought leadership, coaches/ guides team for joint success against defined KPIs. Also responsible for coordinating all SAP interactions to drive partner investments and growth in SAP's solutions portfolio in assigned territories.
Experience & Language Requirements
- 15+ years working experience in the software industry.
- 5+ years in a partner facing role (ex. Customer Service, Sales, Consulting) with people management experience.
- Demonstrated partnering and sales leadership skills.
- Relevant experience in developing and growing cloud business with partners / SAP Solution Portfolio
- 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 with relevant working experience and understanding (software industry, trends, vertical market industries, etc.) in Thailand, Vietnam, Singapore, and Emerging Markets
- Business level English and preferred if can speak in local country language
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.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 397674 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
