Partner Management Senior Specialist

Vakansiyanın detalları

Əmək haqqı: Razılaşma yolu ilə
Kateqoriya: Mütəxəssis
Məşğuliyyət: Tam iş günü

Vakansiyanın təsviri

Strategic Value and Business Development

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

Presents 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;

Assists partner in building transformational plans to differentiate themselves and add value to customers.

Develops and executes effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.

Revenue Generation and Leadership

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;

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.) - Resolves conflicts, align with management on critical cases and escalate as needed

Partner Demand Generation and Pipeline Creation

Understands and shares relevant demand generation and pipeline creation best practices with partners

Advises 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;

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

Meeting with top partner sales people for account planning. 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. Driving & owning 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.

General Partner Management

Optimizes partner engagement and investment in the SAP ecosystem and portfolio - Guides partner to work effectively within SAP's Go-to-Market strategy

Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.

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