SAP Concur- Senior Channel Sales Executive
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Job Location:
Atlanta, GA - USA
Monthly Salary:
Not Disclosed
Posted on:
21 hours ago
Vacancies:
1 Vacancy
Job Summary
We help the world run better
At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats in it for you Constant learning skill growth great benefits and a team that wants you to grow and succeed.
Job Overview:
Join the Worldwide Leader in Corporate Travel & Expense Management Services as aTerritory Ecosystem Managerforour new strategic alliance with American Express is the worlds leading provider of business services that automate Corporate Expense Management. Established in 1993Concurssolutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management Concur hasestablisheda transformative strategic alliance with American Express Global Business Travel (GBT) creating an industry-leading integrated solution for travel and expense management. This partnership combines SAPConcursbest-in-class spend management platform with GBTs world-class travel management services to deliver exceptional value savings and control toEnterpriseandSMBcustomers. This person plays a pivotal role responsible for activating and maximizing this alliance within a defined NA is a high-impact role focused on activating and scaling our joint go-to-market (GTM) strategy. The ideal candidate is a strategic thinker and a hands-on operator who will be responsible for executing across four key pillars: Channel Sales Channel Development Field Enablement (for SAP Concur teams) and Partner Enablement (for GBT teams). You will be the central point of contact responsible for building relationships driving pipeline and ensuring the revenue success of this critical partnership.
Responsibilities:
1. Channel Sales & Revenue Generation
Own and exceed theterritoryschannel sales quota for the GBT alliance by actively engaging in joint selling activities.
Lead territory planning strategic account mapping and pipeline review calls with SAP Concur and GBT sales teams to build a robust high-quality sales funnel.
Function as the deal strategist on joint opportunities providing guidance on the integrated value proposition competitive positioning and effective closing strategies.
Manage the rules of engagement and serve as the primary escalation point to resolve channel conflicts and ensure smooth collaboration.
2. Channel Development
Establish develop and nurture strong trusted relationships with key stakeholders at GBT including sales leaders account managers and solution consultants.
Evangelize the better together story acting as the primary advocate for the alliance and communicating its value to both internal and partner audiences.
Implement a territory-level governance model including regular business reviews to track performance against KPIs (Key Performance Indicators) and drive accountability.
3. Field Enablement (Internal SAP Concur Teams)
Design and deliver targeted enablement programs playbooks and sales tools for the SAP Concur field organization.
Conduct training sessionsworkshopsand office hourstoeducatetheSAP Concurfield organizationon the GBTTMC Servicesvalue proposition ideal customer profiles and joint engagement processes.
Monitorenablementadoption and impact on pipeline and win rates; iteratecontent based on field input and real-world deal experiences.
4. Partner Enablement (GBT Teams)
Develop and execute a comprehensive enablement curriculum to empower GBT sellers toidentify qualify and co-sellthe integratedSAP Concur solutions.
Conduct regular training sessionsworkshopsand office hourson theintegratedSAP Concursolutionsvalueproposition key differentiators and the operational process for registering and managing joint opportunities.
Equip the GBT team with the knowledge and resources needed to confidently position the integrated solutionsand handle customer objections.
Education Experience & Trainingrequired:
8 years of experience in channel sales partner management business development or strategic alliances within a B2B technology environment.
Proventrack recordof meeting and exceeding significant revenue targets through and with partners.
Bachelors degree in business Marketing or a related field; MBA is a plus.
Experience using CRM/ PRMtools ()to manage pipeline and partner performance.
Job Specific Specialized Knowledge & Skills:
Deep Channel Sales Acumen: Provenexpertisein building and managing a partner-driven sales pipeline forecasting accurately and consistently exceeding revenue targets in a channel model.
TMC Ecosystem Expertise: Strong understanding of the corporate travel industry the business model of Travel Management Companies (TMCs) and how they go to market. Direct experience working with or for a major TMC is highly preferred.
SaaS & T&E Knowledge:Proficiencyin the Traveland Expensesoftware space. Direct experience with SAP Concur solutions is a significant advantage.
Enablement Program Development:Demonstratedability to design build and deliver effective sales enablement programs and materials (playbooks training decks) for both internal and external partner audiences.
Relationship & Influence Management: Exceptional ability to build rapport andestablishcredibility with stakeholders across different organizations from individual contributors to senior leadership. Skill in influencing without direct authority is critical.
Strategic & Tactical Balance: Ability to develop a high-level strategic plan for the territory while simultaneously managing the day-to-day tactical execution required to achieve results.
Executive Communication: Polished presentation and communication skills with the ability to articulate complex concepts clearly and persuasively to diverse audiences.
Problem-Solving in Ambiguity: A builder mindset with a proven ability to create structure process and success in a new evolving partnership environment
Critical Performance Competencies:
Entrepreneurial mindset with the ability to build processes in ambiguity.
Collaborative leadership and influence across cross-functional teams.
Customer-centric focus with a results-oriented approach.
Adaptability to changing market conditions and partner feedback.
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.
We win with inclusion
SAPs 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 world.
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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.
Compensation Range Transparency: SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is $137300- $$294000(USD) actual amount to be offered to the successful candidatewill be within that range dependent upon the key aspects of each case which may include education skillsexperience scope ofthe role location etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
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Requisition ID: 440472 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid
Required Experience:
Senior IC
Key Skills
- Business Process
- Test Scripts
- Master Data
- MM
- QM
- SAP
- PI
- ABAP
- CRM
- Plant Maintenance
- Sap Bw
- ERP
- ECC
- Procedures
- Setup
About Company
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer soluti ... View more
