Partner Ecosystem Engagement Senior Ecosystem Development Manager

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Partner Ecosystem Engagement: Senior Ecosystem Development Manager

Provides expert and supplementary business development services to partners at different phases of the partner GTM and customer engagement lifecycle.

This role directly reports into the Regional Leader for the APAC PES Ecosystem Development Team but is Market Unit focused in its scope. Specifically it will serve to support the Line of Business leader(s) and the Market Unit PBMs and CPO.

Acting as a LoB ecosystem lead for BTP/BDC and for SCM you will contribute to maximizing SAPs LoB and Business Suite growth opportunity through our ecosystem. This is a stretched role requiring LoB expertise business development acumen and understanding of the Japan ecosystem. Critically it requires a person who excels in stakeholder management given its cross LoB and cross functional nature.

Core tasksinclude:

• Building and executing a robust business plan to drive growth of the LoB business via the ecosystem both as an indirect motion and as an influence motion. Focused on all customer segments.
• Identifying and establishing right-fit new partnerships to SAP including developing a roadmap to LoB revenue from committed partners.
• Discovering potential opportunities for co-innovation co-development and go-to-market collaboration between partner and SAP
• Translating SAPs Business Suite strategy and LoB innovation into clear and compelling customer value via the partner ecosystem
• Supporting partner intellectual property creation leveraging SAP BTP cloud solutions and platform for rapid innovation and helping to drive custom code migration as part of customers journey to Cloud
• Driving growth of SAPs Public Cloud ERP GTM specifically for Supply Chain.
• Executing business development activities directly with partners but in close collaboration with all Partner Business Managers
• Ensuring partner readiness across all stages of customer lifecycle:
  • Acting as a trusted advisor and coach to partner on presales activities such as demo readiness and value selling
  • Driving partner transformation through structured engagements to build and scale partners cloud delivery practice with enabling partners cloud expertise and capacity
  • Acting as a trusted advisor and coach to partner on post sales activities driving adoption and consumption
• Developing delivering and driving flagship enablement that accelerate partner sales presales and delivery performance
• Driving holistic portfolio and innovation adoption with low and high touch enablement leveraging digital enablement content and supporting partner technical question

Key Responsibilities & Tasks: Role Purpose

• This role is designed specifically to support BTP & Data/AI and the SCM Line of Business Ecosystem.
• To that end it will serve primary customers in the form of the LoB Sales VP and the Market Unit CPO.
• From a GTM perspective the aim is to design and execute ecosystem strategies that can be adopted and employed by all partner facing roles in SAP and by proxy the partners that those roles manage in order to support our scale.
• Taking direct responsibility for managing a ring-fenced set of LoB focused partners dedicated to supporting growth of this business through a sales and adoption motion.
• Guiding partner engagements and investments to SAPs LoB applications as part of the Business Suite GTM.
• Maintaining annual plans for partners identifying prospects for partners and driving pipeline growth.
• Orchestrate internal stakeholders across Solution Sales Partner Ecosystem Success Marketing providing guidance and advisory.

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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: 444556 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid