Partner Management Expert

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At SAP, we keep it simple: you bring your best to us, and we’ll bring out the best in you. We’re builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what’s next. The work is challenging – but it matters. You’ll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What’s in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

We are seeking a Partner Management Expert, who will be responsible forrevenue generationthrough permanently assigned

Sellerpartners, achieving desired revenue and profitability objectives for both partner and SAP Concur. Act as astrategic thought leaderandorchestratorof the Seller partner relationship end-to-end, including key engagement activities with all stakeholders. One face proxy to actively managed partners across the entire partner lifecycle, with the goal of growing the partner’s SAP’s business and investment into their SAP practice across the SAP solution portfolio.

• Ensuring exceptional partner experience through all partner engagements with SAP
• Conducting a disciplined joint business planning process to expand the partner’s business with SAP, including a multi-year mid-term focused development plan including regular business reviews to drive accountability
• Assisting partner in building transformational plans to differentiate themselves in the market and maximize creating customer lifetime value
• Evangelizing SAP Concur opportunities (i.e. upsell to existing clients for partner with new Concur product) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption, mainly focusing on extending the partner's sweet spot
• Coordinating joint marketing and business development efforts with partner, including effective partner-led demand generation tactics.
• Focusing on partner readiness; supporting partner with becoming a self-sufficient, autonomous cloud solution Seller
• Identifying areas of improvement on observed competency gaps of managed partner(s) and proactively developing cloud-ready partner capabilities including presales, sales and post sales, with the right-fit partner delivery capacity. Acting as enablement & bringing in experts when required.
• Leveraging the ecosystem to provide thought leadership into the market to showcase the SAP Concur difference and grow SAP Concurs competitive advantage
• Acting as a conduit between the SAP Concur sales teams & SAP / Concur Partner Success Teams with regards to pricing, required re-sell documentation e.g Proof of Service etc.

• Manages Partner and salespeople, defines deliverables and provides definitive advice and interpretation of situations.
• Ensures business critical results, this role will be responsible for minimum 10% closed won revenue of SMB EMEA (target TBD)
• Ensures that pipeline goals and milestones are met and joins monthly pipeline meetings with internal stakeholders.
• Manages escalation appropriately, both pre and post-sale
• Tracks single partner results, i.e. is each partner delivering?
• Identify new key partners and onboard.
• Builds strategic partnerships with key decision makers in customer & partner organisation, it is imperative to have relationship with Concur and SAP employees, particularly SAP PBM’s.
• May include team lead or supervisory responsibilities
• Provides monthly status and updates of implementation of sell deals on email to all sales stakeholders.
• Act as enablement and SDR ‘teacher’ for BDR’s in partner team and Concur team.
• Work on deals with salespeople so support to close.
• Work with SAP Concur Partner Marketing team to plan and execute joint marketing initiatives

• Sound professional experience, ie min 5 years software sales with track-record of closing indirect partner deals
• Deep knowledge & experience in organisation management skills
• SAP or Concur functional skill
• Strong track-record of sales forecasting

• Represents the company externally on specific subject…