Partner Business Manager

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.

The Partner Business Manager (PBM) for Managed Service Provider is Individual Contributor that covers channel business for all SAP Cloud solutions (S/4 HANA RISE & S/4HANA Grow HCM FSM BTP SCM AI CX etc.). The PBM is responsible for proactively developing the partners SAP business by helping finalize their business plan driving sales (to net new customers and to the partners current customer base) demand generation build on partner capabilities to grow SAPs cloud subscription revenue across the SAP solution portfolio in designated territories.

The PBM is the main point of contact for building the partner relationship with SAP. The PBM is the central advisor to the partner owning the partner relationship end to end and responsible for coordinating all SAP interactions (with executives solutions teams peers etc.) to drive partner investments and growth in SAPs solutions portfolio. The PBM is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales Training PSA etc.) without under- or over-utilizing those assets. He or She develops partners for long term engagements maintaining health-of-business and transformation to new solutions technologies and models. The Partner Business Manager supports partner enablement to drive partner self-sufficiency from demand generation to closing deals. The PBM also supports partners in sales cycle via coaching mentoring and shadowing in customer facing sales activities. Position is measured on the following metrics - revenue year-over-year growth market share growth build on partner maturity adoption and renewals of strategic solutions (i.e. RISE Cloud) and Corporate segment impact including scaling Partner Led Territories business with partners.

Key Responsibilities:

• Develop and manage the MSP & Cloud BPO business in SEA MU.
• Partner and Customer Relationship Management Sales and Software License and Cloud Subscription Revenue.
• Achieve / exceed quota targets by Quarter.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and orchestrate engagements end to end with our Partners and Field Teams
• Maximize the contribution of our existing MSP partner portfolio in the SEA Market Units resulting in a larger share of wallet and increased revenue and order entry volumes for SAP.
• Engage with the SEA Market Unit Teams to selectively grow our MSP partner community including the Group SIs
• Develop and share an effective internal and external network and effectively collaborate with other functions or units like Line of Business Sales SAP Field Sales TEMs other Partner Teams Marketing Solution Management to enable outsourcing partner business.
• Ensure compliance of all sales and partner efforts.
• Ensure efficient opportunity identification and qualification pipeline integrity actuality and forecasting accuracy to support reporting requirements and business reviews.
• Execute and maintain strategic joint business plans Ensure alignment on all levels (global regional local solution areas industry areas etc.) on both sides in order to fine-tune and finalize the annual business plan.
• Build review cadence and drive performance score carding with key stakeholders within the partner
• Understand partner strengths economics business imperatives and partner profitability.
• Achieve key stakeholder including c-level buy-in and investment at top partners to support SAPs growth strategy in terms of license and services capacity growth
• Manage Partner Pipeline and collaborate with Corporate PLT/TEM & Key/Enterprise opportunity owners
• Drive resolution of conflicts in order to maintain a long-standing and productive business relationship based on mutual trust.
• Leading and orchestrate a (Virtual) Account Team demonstrating leadership skills in the orchestration of internal and partner teams.
• Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events.
• Drive engagement with SAP Marketing resources to support partner demand generation and promote success

Experience & Language Requirements:

• 15 years working experience in the software industry
• 5 years in a partner facing role (ex. Sales Consulting Customer Service)
• Demonstrated partnering and sales leadership skills
• Relevant experience in developing and growing cloud business with partners / SAP Solution Portfolio
• Business development planning and execution experience in driving sales pipeline demand gen and enablement with partners
• Strong analytical competencies
• Effective communication and presentation skills an executive level
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate with independent accountability
• Local market knowledge with relevant working experience and understanding (software industry trends vertical market industries etc.) and preferable across SEA

Location: Singapore

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: 444326 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid