SAP Services Partner Manager 

United States, District of Columbia, Washington 

103554826

Key Responsibilities:

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.

1. Understands the partner’s basic financial structure and key drivers which influence their business and decisions
2. 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
3. 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
4. Assists partners in building transformational plans to differentiate themselves and add value to customers.
5. Executes on joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
6. 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.

1. Drives partner execution to revenue commitments to SAP and measures and reports progress
2. 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
3. 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.)
4. 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)
5. 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.

1. Understands and shares relevant demand generation and pipeline creation best practices with partners
2. 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
3. Monitors partner’s demand generation plans to align with SAP’s current go-to-market messaging
4. 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
5. 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.

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

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Washington DC