Partner Management Senior Specialist

at  SAP

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The Seller Partner Manager Senior Specialist is a field-based employee that covers an adequate number of partners in sell engagements to grow SAP’s indirect Cloud business across the SAP solution portfolio. The Seller Partner Manager is the orchestrator of the Partner Relationship. They are the main point of contact for building the partner relationship with SAP and the central advisor to the partner. They own the partner relationship end to end and are responsible for coordinating all SAP interactions to drive partner investments and growth in SAP’s solutions portfolio.

1. Act as a Strategic Account Manager to Partner

• Build and own a long-term relationship with the partner
• Engage with C-level, understand partner’s strategic objectives & value proposition
• Drive partner transformation: Assist partner in building transformational plans to differentiate themselves and add value to customers. Explain economic trends and industry knowledge to support the partner’s investment.
• Understand the partner’s basic financial structure and key drivers which influence their business and decisions. Articulate 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)
• Present 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
• Maintain a multi-year partner account and development plan, focusing on Customer Lifetime Value (CLTV). Develop and execute effective joint annual business planning with partner. Work on investment and expansion plans. Document partner’s commitments and investments. Hold partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly. Push partner commitment to safeguard customer renewals, upsells and cross-sells. Utilize existing experts within SAP to prepare, deliver and follow up on the business planning
• Orchestrate all engagements activities with relevant stakeholders (manage the VAT)
• Responsible for the overall success of assigned partners, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Channel Operating Policy
• Ensure that partners - and SAP teams - operate in a professional and ethical manner; take action if professionalism and ethical standards are not being met

1. Act as Sales Manager to Partner

• Responsible for proactively developing the partner’s SAP business by focusing on the partner’s demand generation, sales (to net new customers and to the partner’s current customer base), and post-sales support activities to maximize the customer lifetime value of their partner’s end customers.
• Responsible for indirect sales via partners across SAP’s portfolio and for establishing an advisory relationship with the partner and SAP teams.
• Own sales performance of assigned Partners
• Understand market coverage (vertical, solution, geo) of assigned partners
• Create & execute a realistic & ambitious business plan
• Manage Partner collaboration with sales supporting teams based on aligned strategy
• Responsible for partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers and leveraging SAP marketing and business development resources and tools.
• Advise partner how to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans
• Drive QBR sessions with assigned Partners, diagnose and prescribe corrective action for underperforming partners
• Ensure Partners deliver on their planned commitments
• Align Partners with Territory Owners/SAP Sales to include them in SAP Territory Plan & develop incremental coverage
• Drive and own the Partner forecast: Be accountable for partner participation and keeping up with partner’s sales commitments
• Connect Partners with available expert leveraging Digital Hubs (Pre-Sales, Deal Desk, Post-Sales Hub, etc.)
• Coach Partner AEs to become experts on delivering the SAP value proposition and on SAP’s Sales Methodology
• Resolve sales conflicts, align with management on critical cases and escalate as needed
• The Seller Partner Manager Senior Specialist also supports partner enablement to achieve partner autonomy end to end from demand generation to closing deals, successful implementation, solution adoption and consumption.