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Partner Business Manager

3 weeks ago

กรงเทพฯ, Thailand SAP Full time

**We help the world run better**
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging - but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

The Partner Business Manager (PBM) is Individual Contributor or leads a team of PBMs that covers channel business for all SAP Cloud solutions (S/4 HANA RISE & S/4HANA Grow, HCM, FSM, BTP, SCM, AI, CX, etc.). 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, build on partner capabilities to grow SAP's cloud subscription revenue across the SAP solution portfolio in designated territories.

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, solutions teams, peers, etc.) to drive partner investments and growth in SAP's solutions portfolio. The PBM 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 engagements, maintaining health-of-business and transformation to new solutions, technologies and models. The Partner Business Manager supports partner enablement to drive partner self-sufficiency, from demand generation to closing deals. The PBM also supports partners in sales cycle via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on the following metrics - revenue, year-over-year growth, market share growth, build on partner maturity, adoption and renewals of strategic solutions (i.e. RISE, Cloud) and Corporate segment impact including scaling Partner Led Territories business with partners.

**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.

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 SAPa. Articulates the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts);
3. Presents 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;
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 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.

1. Drives partner execution to revenue commitments to SAP and measures and reports progress
2. Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;a. Develops partner's sales skills on successful sales strategies and on individual opportunities through sales