Global Manager (f/m/d) of Partner Managed Cloud, Frameworks & Commercials

at  SAP

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.

YOUR FUTURE ROLE

This role within the Partner Ecoystem Success Organization and Partner Managed Cloud Team is at a global level engaging and collaborating with global & major systems integrator and consulting firms (GSIs). The Roles key responsibility is to establish global and execture repeatable Frameworks (high value/volume) which enable repeatable sales through the Partner Managed Cloud Route to market with SAP’s Cloud Solutions primarily Cloud ERP and LOB Solutions. This includes Business Case identification and qualification to execution and monetization in Regions and Market Units with our Team.
Key business metrics for success include incremental and joint sales pipeline for Partner Managed Cloud especially through “as-a-service Partner Offerings”, and incremental indirect revenue. Critical skill sets and experience include understanding of GSI/consulting services engagement models, enterprise software/cloud sales and business development program development, rollout and operational execution.

EXPECTATIONS AND TASKS:

Partner Engagement

• Develop deep and active partner relationships within the global/regional partner base
• Understand partner growth strategies to identify and facilitate alignment of joint market opportunity development
• Gain focus and alignment with partners on accounts and programs as needed to drive field alignment, new business, and customer success.
• Establish and ensure effective execution with partners, key stakeholders global and within the regions.

Business Partnering Leadership

• Act as trusted advisor to field sales and field sales leadership to drive effective and systematic partner engagement that maximizes the value of Partner Managed Cloud and “as-a-service Partner Offerings”.
• Develop and maintain a detailed knowledge of the sales territory, partner landscape, key regional business imperatives, and drive replication from Global to Regions and Market Units
• Act as a strategic liaison to our GSSP and PES Partner Teams and ensure effective communications and conflict resolution as needed

Joint Program Development and Execution

• Identify and develop joint go-to-market initiatives/business cases, aligning partner & SAP value, offerings and capabilities, to address market opportunity and deliver revenue growth.
• From Business Case to driving collaborative pipeline generation, opportunity development and end to end sales execution.
• Align global partner programs for effective rollout and execution with partner and field sales teams in Regions and Market Units
• Develop and operationalize joint partner business plans to optimize agreed objectives
• Evangelize initiatives and value of teaming with partners; troubleshoot and resolve conflicts; establish and facilitate rules of engagement with partners.