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.
Services Partner Manager
The Services Partner Manager (SPM) is a field-based employee that 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 SPM is the main point of contact for building the partner relationship with SAP. The SPM is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PxD, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. The Services Partner Manager SPM supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The SPM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities.
Key Responsibilities:
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 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 Assists partners in building transformational plans to differentiate themselves and add value to customers. Executes on joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement. Proactively prepares and executes on partner/SAP meetings
Revenue Generation and Leadership
Responsible for sales of SAP software licenses with and through partners across SAP’s portfolio and establishing an advisory relationship with the partner and SAP teams.
Drives partner execution to revenue commitments to SAP and measures and reports progress Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner’s margin Collaborates with SAP teams acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensures partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.) Updates and communicates key partner changes, for example; new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. -- to relevant SAP systems and teams (e.g., PRM, ISE’s, Account Executives) Identifies conflicts, align with management on critical cases and escalate as needed
Partner Demand Generation and Pipeline Creation
Monitors partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.
Understands and shares relevant demand generation and pipeline creation best practices with partners Supports partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporates the new solutions in pipeline building and demand generation plans Monitors partner’s demand generation plans to align with SAP’s current go-to-market messaging Develops and executes a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references Assists in meetings with top partner sales people for account planning. Helps to ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business. Supporting the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.
General Partner Management
Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Channel Operating Policies. Support for complex deals in accounts under 700m€.
Basic Requirements:
5-10 years working experience in the software industry 5+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at an SAP partner is a ‘plus’ Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners Strong analytical competencies Effective communication and presentation skills an executive level Proven capability to work in a team and collaborate; with independent accountability Proven ability to track performance KPIs and metrics that drive reach and scale through and extended partner sales and/or GTM approach Clear understanding of Cloud business models and partner economics Business level English Bachelor’s or equivalent Master’s or equivalent preferred
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 184000 - 390200 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 414839 | Work Area:Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid