SAP Concur- Business Development Expert, Alliance Operations and Governance

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Job Overview:

Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Director Business Development Alliance Operations & Governance for our new strategic alliance with American Express GBT. SAP Concur is the worlds leading provider of business services that automate Corporate Expense Management. Established in 1993 Concur s solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions. SAP Concur has established a transformative strategic alliance with American Express Global Business Travel (GBT) creating an industry-leading integrated solution for travel and expense management. This partnership combines SAP Concur s best-in-class spend management platform with GBTs world-class travel management services to deliver exceptional value savings and control to Enterprise and SMB customers. This pivotal role will serve as the operational leader responsible for building and running the engine that powers this partnership and is accountable for establishing and leading the core operational functions: Program Management and Governance Business Analytics Deal Administration and Contract Management and Compliance. A key aspect of this role includes providing dotted-line coaching and mentoring to the team members who support these critical functions. This position requires a blend of strategic leadership hands-on execution and strong people development skills to ensure scalable processes data-driven decision making and measurable alliance value.

Responsibilities:

• Program Management & Governance:
  • Design implement and continuously improve the alliance governance model (steering committees QBRs risk/issue management change control).

• Define program milestones KPIs budgets and resource plans; monitor progress and escalate risks to executives.
• Lead cross-functional governance reviews with product sales legal privacy/compliance security and services to ensure alignment with strategic objectives.
• Maintain the alliance charter decision rights and escalation paths; ensure governance cadence is followed across SAP Concur and GBT.

• Business Analytics & Performance Management:

• Establish Framework: Design and implement a comprehensive analytics framework to provide a single source of truth for alliance performance including pipeline generation revenue attainment win rates and customer satisfaction metrics.
• Deliver Insights: Develop and maintain executive-level dashboards and performance scorecards translating raw data into actionable business insights to guide strategic decisions.
• Optimize Performance: Conduct regular analysis to identify trends pinpoint operational bottlenecks and recommend data-driven improvements to the go-to-market strategy and sales motions.

• Deal Administration & Commercial Operations:
  • Govern Deals: Oversee the operational aspects of the sales cycle including deal registration and validation order form processing and rules of engagement to ensure a frictionless co-sell motion.
  • Streamline Processes: Standardize procedures and workflows for Deal Administration working closely with IT and Business Operations Finance Billing and Legal.
• Contract Management & Compliance Manage Negotiations:
  • Support negotiations of major agreements (Definitive Solution Extension Managed Service Provider SLAs) with emphasis on risk management and value capture.
  • Ensure Compliance: Act as the primary liaison with Legal Security and Data and Privacy teams to ensure all contractual obligations and regulatory requirements (e.g. GDPR CCPA) are met.
  • Manage Lifecycle: Develop and maintain a contract management system including a repository of all agreements and proactively manage renewals expirations and amendments.
• Dotted-Line Coaching & Mentoring:
  • Develop Talent: Provide influential coaching mentoring and professional development guidance to junior and mid-level employees supporting the alliances operational functions.
  • Foster Growth: Create informal development opportunities share expertise and build a high-performing culture rooted in accountability collaboration and continuous learning.
  • Scale Knowledge: Document and share best practices to build organizational expertise in alliance management empowering team members to grow in their roles.
• Stakeholder Management & Communication:

• Build and maintain relationships with senior leaders across SAP Concur and GBT; communicate strategy risks and progress clearly.
• Translate complex concepts into concise communications for executives product leaders and field teams.
• Lead change management to adopt the alliance operating model across the broader organization.

Education Experience & Training required:

• 7 years of progressive experience in business development strategic alliances program management or sales/business operations within the enterprise software SaaS or travel technology industry.
• A minimum of 4 years of direct experience leading the operational aspects of a large-scale complex strategic partnership.
• Demonstrated experience in negotiating and managing significant commercial agreements.
• Proven experience providing mentorship coaching or influential leadership to team members in a matrixed environment.
• Bachelors degree in business Finance Law or a related field is required.

Job Specific Specialized Knowledge & Skills:

• Alliance Governance: Expert-level knowledge in designing and running governance frameworks for complex multi-layered strategic partnerships.
• Contractual & Commercial Acumen: Deep expertise in structuring negotiating and managing complex commercial contracts.
• Analytics & Data Fluency: Ability to translate data into strategic guidance; experience building and interpreting dashboards and performance reports. Proficiency with financial models ROI analyses and KPI-driven decision making.
• Travel & Expense Ecosystem: Strong understanding of the corporate travel landscape the role of TMCs and the interplay between travel booking and expense management platforms.
• Cross-Functional Leadership: Mastery in leading and influencing cross-functional teams (Sales Product Legal Finance Marketing) without direct reporting authority.
• Executive Communication: Effective storytelling and presentation skills; ability to influence at the executive level.
• Coaching & Development: Ability to mentor and develop talent within a matrix organization.

Critical Performance Competencies:

• Strategic & Operational Alignment: Ability to balance long-term strategic objectives with rigorous day-to-day execution.
• Executive Presence & Influence: Comfort communicating with and influencing senior leaders and negotiating with key partners.
• Accountability & Results Orientation: Strong focus on delivering measurable business outcomes and driving performance against KPIs.
• People Leadership & Development: Commitment to coaching mentoring and developing high-potential talent.
• Adaptability & Resilience: Ability to navigate ambiguity manage change and maintain momentum under pressure.

Preferred location(s):

USA

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.

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Requisition ID: 440470 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid