Requisition ID: 217558
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
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. That’s 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 it’s the best-run businesses that make the world run better and improve people’s lives.

The Partner Recruiting & Activation Manager is focusing on mid-term business development activities across the entire partner portfolio of SAP. The target is to effectively extend the ecosystem of SAP, to find partners within the scope of a well-defined partner strategy and to recruit them for the business with SAP. The main focus of this position is to expand SAPs ecosystem into areas aligned to the strategy. This is done by recruiting scalable, financially healthy partners, by raising the activity-level of existing partners as well as by creating specific campaigns which will eventually drive revenue with partners.

 

Main Responsibilities:

 

Business Planning / Strategy for the respective area with alignment with GBSEs and PBMs

• Participate in the annual partner business planning based on strategic focus of the partner as well as SAP; major dimensions covered are annual business goals, enablement, business development, demand generation & marketing
• Manage china channel sales team to develop partner business
• Derives specific measures in order to develop the partner based on the business plan defined
• Enables partners to excel in sales and delivery; Operationalizes the business plan in order to facilitate execution on regional / local level in collaboration with local Partner Sales Managers as well as with other SAP units involved
• Report on activities agreed per partner / campaign and indicate deviations from agreed roadmap. Identify possible solutions and initiate actions accordingly
• Leverages the multi-solution portfolio in order to maximize the impact of the partners covered
• Ensures partner resources have full access to and are utilizing SAP tools and methodologies
• Identifies white space and analyzes gaps
   
  Partner Recruiting
• Screens the market to identify potential partners (SAP ecosystem, competitive Resellers, ISVs, non-traditional partners, etc.);
• Orchestrates and drives the recruitment process in SAP PRM systems
• Establishes the relationships with the Partner senior management, including C-level,  that will drive the necessary levels of strategic focus through the life of the relationship.
• Drives  partner onboarding process in close collaboration with PSA/(i)PBM/GBSE/Solution Center etc until 1st transaction closed and sufficient pipeline has been built
   
   
   
  Activation and Development

• Monitors the business level and the general business approach of partners assigned to him/her and identifies actions to improve the status
• Implementation in collaboration with PBMs and others in the field
   

Campaign Development & Roll-Out

• Develops and materializes partner sales campaigns based on the partner sales strategy in close collaboration with regional/local ecosystem teams, marketing, legal, field sales management and other relevant units of SAP
• Drives roll-out of campaigns with local sales management in order to push initial deals which are required to stabilize the business on both sides, SAP as well as the partner
• Reports on sales progress against targets agreed and initiate corrective actions upon as required
• Assesses strengths and opportunities of partner business on a constant base, aligning with SAP’s business aspirations
• Improves sales and delivery efficiency by making enablement available just in time, ensuring the right content and knowledge is delivered as required, and that skills are developed in line with joint business plans
• Identifies future opportunities for mutual business expansion covering all relevant areas (solution development, industry-focus, regional focus, etc.) in collaboration with PAMs. Initiate and drive corresponding projects (mid- / long-term) from SAP-side which help to expand the business for both parties
• Identifies market opportunities and coaches partner on which opportunities to pursue
• Coaches partners towards optimizing the Go To Market
• Ensures necessary agreements & contracts between partners and SAP are developed and finalized in a timely fashion as well as rolled out and adhered to
• Builds a community of best performance for our partners through challenges, learning content and recognition of our top partners and their high potential across the diverse market units

#GCGCO

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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).

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations: