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.
As Seller Partner Business Manager you are responsible for the development and management of selected sales partners of SAP.
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.
Evangelizes company products, drives new solutions and develops marketing tactics with partners. Stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement.
The PBM is responsible for proactively developing the partner's SAP business by driving sales (to SAP Installed Base, 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 PBM is the main point of contact for building the partner relationship with SAP. The PBM is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio.
The PBM supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities.
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.
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.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 418209 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.