Job Description



Requisition ID: 219324
Work Area: Sales
Expected Travel: 0 - 60%
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.


Company Description

SAP Fieldglass provides a cloud-based Vendor Management System (VMS) to manage contingent workforce and services procurement programs. More than 300 customers leverage SAP Fieldglass to gain visibility into their external workforces, including contingent labor, services managed through Statements of Work and independent contractors while optimizing spend, quality, compliance and efficiency.

The SAP ARIBA and SAP FIELDGLASS Culture Values:

SAP Ariba and SAP Fieldglass strongly values being recognized as a customer-centric driven organization. Our #BeREAL Program ensures that all SAP Ariba and SAP Fieldglass employees factor optimizing the customer experience into every business decision they make.
What exactly does #BeREAL stand for? The R equals responsiveness to customers (including SAP Ariba colleagues), the E relates to empathy with understanding the culture of our customers and their business objectives, the A signifies being aligned with your SAP Ariba colleagues to deliver the best customer experience, and the L acknowledges that we lead our customers to realize value through our expertise.
To become a part of the SAP Ariba and SAP Fieldglass team, we ask all applicants to share experiences that embody the #BeREAL Commitment.

Position Description


The Fieldglass Partner Manager is a field-based employee that covers partners in order to grow SAP Fieldglass’s software license revenue across the Fieldglass solution portfolio. The Fieldglass Partner Manager is responsible for proactively recruiting, developing and managing all Fieldglass partners in ANZ.
The Fieldglass Partner Manager is the main point of contact for building the partner relationship with Fieldglass. The Partner Manager is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all Fieldglass interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in the Fieldglass solutions portfolio. The Partner Manager supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals.


Expectations and Tasks

Recruiting and Qualification of Prospective Fieldglass Partners - Responsible for the holistic approach to partner activation including partner screening, partner recruitment, partner onboarding and developing a roadmap to revenue. Monitors business activity level of partners and identifies as well as implement improvement opportunities.

Strategic Value and Business Development - Responsible for the holistic management and representation of the Partner to Fieldglass, and proactively managing and developing the partner following a disciplined business planning process to expand their partner’s business with Fieldglass.

  • 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 Fieldglass
  • Understands and articulates the relevant Fieldglass portfolio in terms of the customer value proposition and the partner value proposition.
  • Assists partner in building transformational plans to differentiate themselves and add value to customers
  • Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
  • Manages partners success with QBR’s as well as tracking pipeline and partner influenced deals.

Overall: Partner Manag

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