Job Description

Requisition ID: 226525
Work Area: Sales
Expected Travel: 0 - 100%
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.
Key Areas of Responsibility and Tasks
The Partner Business Manager (PBM) is a field-based employee that covers partners for a specific solution (B1, BYD, HCM, CEC, SRM, etc) or for a specific engagement type (Solex, 3rd Party, MCaaS, OEM, ISV, gVAR, Distribution, etc), in order to grow SAP’s software license revenue across the SAP solution portfolio. The PBM is responsible for proactively developing the partner’s SAP business by driving sales (to net new customers and to the partner’s current customer base), demand generation and partner capabilities with a strong focus on mid-term perspective.
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, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio. The job incumbent 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 development, health-of-business and transformation to new solutions, technologies and models. The Partner Business PBM supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact.
Key Responsibilities - Partner Business Manager
Strategic Value and Business Development
Responsible for the holistic management and representation of the Partner to SAP, and for managing and developing the partner following a disciplined business planning process to expand their partner’s business with SAP.
+ Understands the partner’s basic financial structure and key drivers which influence their business and decisions
+ 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 SAP
1. 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);
+ Assists in presenting 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;
1. mainly focusing on extending the partner’s sweet spot (vs. entering completely new business areas)
+ Assists partners in building transformational plans to differentiate themselves and add value to customers.
1. Knows economic trends and industry knowledge to support the partner’s investment in developing their SAP business and to gain trusted advisor status
+ Executes on joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
1. Works on investment and expansion plans,
2. Documents partner’s commitments and investments,
3. Holds partners accountable and measures (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).
4. Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
+ Proactively prepares and executes on partner/SAP meetings
Overall: Revenue Generation and Leadership
Responsible f
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