Regional Partner Director Strategic Partnerships

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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.

ABOUT THE TEAM

The Global Strategic Services Partner team is responsible for driving Board-sponsored strategic partnerships. The team engages with all SAP Board areas to prioritize and optimize partnerships that will enable SAP to pursue significant market opportunities. The groups work is essential to SAPs ability to deliver end-to-end solutions to customers expand routes to market drive adoption of SAPs platforms and accelerate growth of SAP solutions. The Global Strategic Services Partner team embodies the entrepreneurial energy responsive clockspeed and opportunism of a start-up environment with the breadth network and resources of a leading global organization.

We practice and value a collaborative and trust-based working model across an extended global team at SAP and the partner.

YOUR FUTURE ROLE

The Global Partner Director (GDP) Strategic Partnerships is a member of a team that is responsible for driving SAPs relationship with strategic partners in a Business Development role. Our strategic partners work with SAP to deliver market impact and support the long-term growth of SAP. This is a highly visible role that works closely with the highest levels of partner leadership and SAP to drive the planning and execution of strategic partner initiatives supporting our mutual customers journey to an Intelligent Enterprise.

The GDP Strategic Partnerships is responsible for driving SAPs relationship with SAPs strategic partners in a Business Development role. Our strategic partners work with SAP to deliver market impact and support the long-term growth of SAP. This is a highly visible role that works closely with the highest levels of partner leadership and SAP leaders across the region market unit and with global teams to drive the strategic planning and execution of strategic partner initiatives supporting our mutual customers journey to an Intelligent Enterprise.

This highly motivated Regional Partner Director will drive Innovation program initiatives with one or more of our strategic partners securing alignment between partner initiatives market opportunities leveraging new technology and our priorities:

• • Establish SAP as a Suite First AI and Data company
  • Build market impacting initiatives
  • Drive impacted and indirect pipeline
  • Optimize Customer lifetime value including adoption metrics
  • Incubate new innovations
  • Accelerate Industry specific growth initiatives

KEY RESPONSIBILITIES:

End-to-end ownership of selected strategic initiatives or time-critical projects. Inclusive but not exhaustive:

• Strategic Partnership and New Business Development.Draw upon deep understanding of complex market dynamics and working with LoB and Industry Leadership to identify and drive new win-win market opportunities for the partnership. Develop and build out the Global Partnership strategy for a multi-year horizon. Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements. Secure the necessary internal and external stakeholder support across involved Board areas and business units including Industry LoB and regional partner management and sales teams.
• Co-innovation and Co-Development.Drive co-innovation and co-development initiatives with strategic partners in concert with SAP development solution management and field stakeholders. Facilitate development of joint solutions and technology roadmaps including new offerings built on BTPcapitalizing on partner industry and domain expertise. This includes identifying evaluating developing business cases and justification for investment and executing new innovative business technology opportunities to drive incremental revenues to SAP secure faster Cloud adoption and support engaging the strategic partner to be SAP flagships for the market.
• GTM Engagement.Work with Regional and LoB leaders for the successful execution of joint go-to-market activities with the strategic partners and the SAP extended organisation. Achieve partner-driven revenue targets and directly engage in key sales opportunities.
• Partnership Governance.Manage SAPs overall corporate relationship with the strategic partner. Create strategic business plan for partnership to enhance mutual value and impact. Facilitate top-to-top meetings and ensure effective preparation briefing alignment and execution for key executive meetings and Board updates. Manage partner escalations and drive issue resolution. Operate with a One SAP approach across the broader SAP organization to ensure effective and coherent partner engagement across Board areas geographies and business / market segments.
• Best Practice Champion.Serve as a collaborative luminary for raising SAPs strategic partner management capabilities across the companys other strategic relationships proactively sharing best practices and mentoring/advising other partner managers. Openly embrace and capitalize on the winning practices of others to drive continuous improvement. Identify and as appropriate spearhead enhancements to SAPs partner management processes and structures.
• Internal Governance.Serve as a general manager for the partnership and team. Lead the strategy and set the tone for the regional and market unit teams. Establish a collaborative leadership environment that that is results oriented. Act as collaborative luminary for raising SAPs strategic partner management capabilities.

EXPECTATIONS AND TASKS:

• Lead and execute SAP GSSP Strategic Imperatives within the partner build incremental business with the partner leveraging the existing operational framework with focus on Cloud ERP Business AI innovation Business Data Cloud Cloud LoB solutions overall Cloud Growth Industry Cloud Partner-specific initiatives and next generation partnering opportunities.
• Lead the development of the regional Partner strategy over a multi-year horizon.
• Proactively develop current and long-term relationships across all relevant roles in the Partners and our organization (executives sales marketing product development/technical etc.)
• Professional stewardship of all relevant Partner / SAP interactions within scope of role.
• Collaborate with internal SAP teams acting as a strategic liaison between the Partner and SAP to ensure sales successes aligned strategies and effective communications.
• Discover potential opportunities for co-innovation co-development and GTM collaboration between SAP and Partner.
• Identify potential problems and work with extended team to resolve conflicts between Partner and SAP before they become escalations.
• Ensure Partner collaborates to build and execute joint demand generation activities with SAP local regional and industry Sales Ecosystem and Marketing Teams to grow pipeline and agree to account plans.
• Influences Partner to effectively invest in Marketing and Demand Gen activities within SAP Focus Areas.
• Supports the Regional Partner Business Managers on pipeline development planning to meet Partners pipeline multiplier goals net new name goals revenue commitments and customer reference targets.
• Diagnoses and prescribes corrective action for underperforming initiative/s.
• Ensures Partner and SAP teams operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met.
• Establish and manage governance to ensure proper planning and execution of joint Sales Marketing and Enablement.
• Operates with a sense of urgency. Brings an awareness of and sensitivity to field concerns and perspectives. Artfully brings 24x7 responsiveness while maintaining personal balance.
• Measurement accountability and reporting on results on a weekly monthly and quarterly basis.

YOUR PROFILE:

• 10 years of leadership experience in Sales Business Development and/or Partner-facing roles including a track record of working closely with SVP EVP President and Board levels of SAP and partner / customer equivalents within their organizations.
• Proficient knowledge of SAP Intelligent Enterprise offerings and SAP product strategy to the Cloud.
• Strong understanding of SAP its products and solutions partners markets and competition
• Experience in leading and managing complex contractual and IP relationships and negotiations.
• Expertise coupled with business acumen for cloud commercial consumption platform-based models in bringing co-innovation to market with the field sales organizations.
• Able to lead own coordinate and deliver programs end-to-end in a complex setting with external (partner) and internal (multiple SAP organizations) stakeholders with aggressive timelines.
• Ability to lead by influence working with stakeholders from multiple teams and board areas across the SAP andPartner organizations to achieve long-term objectives often across several quarters or years.
• Brings high energy fosters open collaboration and thrives as a supportive team player
• Business development planning and execution experience in driving sales pipeline demand gen and enablement with partners.
• Ability to respond and thrive in a fast-paced high energy global team environment including working with stakeholders in multiple time zones and with diverse cultures.
• Experience structuring and engaging in multiple partnering models (e.g. co-selling value-added reselling MSP OEM).
• Highly analytical.
• Brings a high level of integrity and confidence and is positive and flexible.
• Works at speed with purpose.
• Bachelors degree required; MBA or advanced degree preferred.

In summary the optimal candidate is an effective leader who demonstrates a collaborative approach and possesses the ability to lead and influence stakeholders within both SAP and its partners. This individual consistently delivers joint business outcomes drives adoption and business development through technology and exhibits strategic and operational leadership with pragmatism.

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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Requisition ID: 438840 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid