Senior Partner Engagement Specialist - EMEA

Overview

The Channel Expansion Manager will build a channel fit for 2030 for the entire EMEA region. The channel will evolve to a smaller group of larger partners that lead with pre-built industry best practice solutions accelerating sales and deployment. This role will own, for assigned MU(s), the re-activation of dormant partners. SAP has tended to focus on the top 10–15% of partners, resulting in a large group of previously successful partners decreasing their SAP focus.

Many of these partners still have SAP service and sales skills and can be spun up rapidly to become the next successful partner.

The SAP value proposition is enhanced by developments such as Indirect by default in Corporate for NN and Partner Driven being wholly indirect, plus business development investments directly with SAP and a significant rebate opportunity to reward investments and success. These developments enable SAP to address dormant partners effectively in a net new sales activity to re-invest with SAP. This role aligns to regional and MU recruitment and capacity plans to ensure maximum market coverage and to secure coverage by reactivating partners to fill solution, geo, or industry gaps.

The role requires a hunter mindset and is ideal for a sales team member who wants to leverage SAP’s move to a partner-dominated business using existing skills to help the partner organization provide an effective, proactive sales channel to SAP.

• Orchestrate and track all reactivation activities with assigned MU(s) to develop a target list addressing MU capacity needs, typically based on gaps in industry expertise or unused PD territory capacity.
• Help develop the dormant reactivation plan and methodology. Support communications to warm partners up.
• Engage with identified dormant partners, coordinating with the SPM if applicable, to understand why SAP investment has ceased or diminished.
• Develop individual commercial business cases for target partners using their KPIs to justify profitability of the SAP practice and secure reinvestment.
• Sell the new SAP proposition to secure partner commitment to predefined actions that open SAP investment opportunities.
• Leverage regional PES executives to assist in partner CEO meetings and as executive sponsorship as desired.
• Review and consult on long-term technology and business strategy planning with identified partners. Articulate SAP strategy including partner cloud economics, ROI, and advise on investments with financial terms to gain partner adoption.
• Identify areas for co-innovation (packaged solutions) and orchestrate co-innovation projects with the Partner Excellent Center team in WW PES.
• Orchestrate partner consumption-tailored programs to accelerate re-integration with SAP and its sales force.
• Coach partner executives and sales leaders to lead with pre-developed packaged solutions to close coverage gaps.
• Coordinate partner utilization of SAP DF (Demand Generation) funding and attendance at Blitz events to create pipeline for partner solutions.
• Work with partners on identified and registered SAP sales opportunities, ensuring integration of SAP sellers where appropriate and correct behavior from partner and seller in first closed transactions.
• Develop win stories, including strategic wins with Communications support, and distribute to relevant teams (e.g., sales) to promote partner success and elevate SAP sellers.

• 5+ years of business experience in sales working with partners or channel sales.
• Demonstrable ability to work in multi-national, multi-cultural environments (e.g., Continental Europe, Middle East and Africa).
• Demonstrable ability and experience engaging with SAP MU.
• Demonstrated partnering skills including C-level engagement with multi-national partners.
• Ability to sell ideas and influence partner executives.
• Strong business acumen to discuss business models and develop winning business plans with partners.
• Ability to constructively challenge partners toward adopting new ways of driving business success aligned with SAP strategy.
• Understanding of competitive environment.
• Experience with SAP’s public cloud offering and knowledge of using it as a platform for…