SAP Seller Partner Business Manager 

Australia, New South Wales, Sydney 

892436242

Key activities include partner portfolio management, sales and services program execution and engagement, as well as partner readiness and enablement, with a clear mid-term perspective.

Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions).

Key Responsibilities

• 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
• Ensures understanding of partner's basic financial structure and key drivers which influence their business and and keeps up to date with all major changes to the partners' organization as well as with the changing environment at SAP.
• Proposes changes to partner's organization to strengthen their business execution
• 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).

Job Description

• Actively supports partners in building transformational plans to differentiate themselves and add value to customers
• Ensures effective joint annual business planning with partners to deliver proper planning and execution of Sales, Marketing, and Enablement Works on investment and expansion plans
• Documents partner's commitments and investments
• Defines target account lists with the partner and delivers
• Joint account planning sessions between SAP AE and the partner
• Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews)
• Ensures proper planning and execution of Sales, Marketing and Enablement including investment and expansion commitments by all available means
• Proactively provides professional preparation and leadership of partner/SAP meetings
• 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
• Ensure that partners receive training to develop high level of sales skills on successful sales strategies and on individual opportunities
• 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
• Oversees collaboration of Partner 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.)
• Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP)

Experience & Language Requirements

• Demonstrated partnering and sales leadership skills
• Relevant experience in cloud / HANA topics
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
• Strong analytical competencies
• An ability to identify and champion win-win scenarios
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate; with independent accountability
• High expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners
• Local market knowledge and understanding (software industry, trends, vertical market industries, etc.) Business level English
• Education Bachelor Degree or equivalent Master Degree or equivalent (preferred) Location
• The position is based in Australia.

​