SAP BeLux Alliance Manager 

Belgium, Flemish Brabant 

10536947

Tasks and Responsibilities

You will be responsible for:

Responsible for the holistic management and representation of the Partner to SAP, and for proactively 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
• 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 SAP. Understands and articulates 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; Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement. Works on investment and expansion plans, Documents partner’s commitments and investments, Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews). Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
• Proactively provide professional preparation and leadership of partner/SAP meetings

Overall: Revenue Generation and Leadership

Responsible for sales of SAP software licenses with and through alliance partners across SAP’s portfolio and establishing an advisory relationship with the alliance partners and SAP teams.

• Drives partner execution to revenue commitments to SAP and measures and reports progress
• Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses; a. Develops partner’s sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits. b. Utilizes available experts (presales, AEs, etc.) to generate the best possible approach and result for the partner’s business.
• 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 (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure 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) 6.
• Prevent and resolve conflicts. Escalate as needed.

Partner Demand Generation and Pipeline Creation

Responsible for partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.

• Understands, develops and shares relevant demand generation and pipeline creation best practices with partners
• Leads and drives partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans
• Guides partner’s demand generation plans to align with SAP’s current go-to-market messaging; Influences partner to effectively utilize 100% of their marketing development funds; Ensures partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs; Tracks and measures the return on investment (ROI) on the partner’s documented demand generation activities

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 Chanel Operating Policies.

• Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio
• Makes sure the partner’s sales force get trained to become experts on delivering the SAP value proposition (overall and by solution)
• Guides partner to work effectively within SAP’s Go-to-Market strategy
• Ensures PartnerEdge requirements are met and take corrective action as necessary.
• Diagnoses and prescribes corrective action for underperforming partners
• Ensures that partners – and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met

Qualifications, skills, competencies and Education

• Strong work ethic and positive attitude
• Eagerness to take initiative and exceed expectations
• Strong analytical competencies
• Effective communication and presentation skills an executive level
• Business development planning and execution experience in driving sales pipeline, demand generation, and enablement with partners
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate; with independent accountability
• The ability to identify and champion win-win scenarios
• 5+ years working sales experience in the software industry; working in the SAP ecosystem is a plus
• Experience in a customer or partner facing role (ex. Customer Service, Sales, Consulting)
• Local market knowledge and understanding
• Native or Bilingual in Dutch and French language
• Advanced in English language
• Bachelor's degree or equivalent experience, master’s degree is a plus

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