Understand and align solution, sales, and partner GTM strategies
Assess current partner landscape and maintain a solution specific partner heatmap for a holistic view of strengths, gaps, and market opportunities
Articulate white space and provide guidance on partner recruitment and expansion to build the best coverage model
Partner engagement – act as a strategic advisor to partners to improve their win rate and grow their business
Increase partner capability in sales and presales through enablement and coaching
Field Engagement – act as a strategic advisor to SAP sales teams to promote our partners, evangelize channel best practices, and gather & action partner feedback from sales
Provide partner recommendations to increase SAP win rates by setting up (best fit partner engaged early)
Ongoing Partner performance tracking and business analysis
Function as the main point of contact for regional and global sales, solution, and customer engagement teams within SAP as it relates to coordination, development, and articulation of the partner ecosystem
Work Experience
10-15 years of overall business experience with 5 years experience in Cloud-based business-related roles
Functional knowledge of Sales, Marketing, Business Dev, and Delivery
Understanding the principles of solution & cloud selling through Partners
Knowing or having successful experience in multi-channel go-to-market models
Knowledge and understanding of Partner dynamics
Effective communication and virtual presentation skills at an executive level
High energy - brings innovative ideas to the team and champions best practices
Proven capability to work collaboratively in a team, with independent accountability
Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
Business level English
Education and Qualifications / Skills and Competencies
BA or higher degree in IT/ business/ economy or another related field or equivalent work experience
Highly developed communication and leadership skills
Sales and Operational capability, with the ability to analyze business performance
Able to operate in complex matrix environment
Strong value system for building trust, alignment and engagement across the organization
Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership