SAP Concur- Senior Director, Partner Management & Channel Sales

Position Title:Senior Director Partner Management & Channel SalesAmerican ExpressGlobal Business Travel (GBT) Alliance

Job Overview

Join the Worldwide Leader in Corporate Travel & Expense Management Services as aSenior Director Partner Management & Channel Salesfor our new strategic alliance with GBT. SAP Concur is the worlds leading provider of business services that automate Corporate Expense Management. Established in 1993Concur ssolutions 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 forged a transformative strategic alliance withGBT creating the industrys premier integrated solution for travel and expense management. This partnership is a cornerstone of our growth strategy delivering unparalleled value control and efficiency to customers worldwide.

As the Senior Director of Partner Management & Channel Sales you will serve as the strategic lieutenant to the Managing Director responsible for the commercial success of this industry-leading partnership. You will bridge the gap between high-level strategic vision and on-the-ground sales execution.

In this role you will own the holistic health of the partner relationship and the aggregate revenue performance of the channel. You will provide functional leadership and strategic direction to a team of Regional Channel Sales Executives (who report to you via a dotted line) ensuring global consistency sales discipline and pipeline velocity. You are the architect of the sales motion ensuring that both SAP Concur and GBT sales teams are aligned enabled and executing effectively to hit revenue targets.

Responsibilities

1. Strategic Partner Management & Governance

• Relationship Strategy: Act as the senior operational counterpart to GBT leadership cultivating deep trusted relationships with GBTs VP and Director-level sales and account management leaders.

• Alliance Governance: Orchestrate the alliance governance framework designed by the Managing Director. This includes leading preparation for Quarterly Business Reviews (QBRs) tracking joint sales initiatives and ensuring accountability on both sides.

• Conflict Resolution: Serve as the primary escalation point for channel conflicts and Rules of Engagement (ROE) disputes that cannot be resolved at the regional CSE level ensuring fair and swift resolution tomaintainpartnership momentum.

• Executive Alignment:Facilitatealignment between SAP Concur and GBT executive stakeholders to ensure the partnershipremainsa top priority for both organizations.

2. Channel Sales Leadership & Revenue Execution

• Revenue Accountability: Partner with the Managing Directorto manage the global revenue forecast. Youare responsible forensuring the team meets or exceeds the aggregate Channel Sales quota and pipeline generation targets.

• Functional Leadership:Providestrategic guidance mentorship and coaching to the Regional Channel Sales Executives (dotted line reports). You will define the Standard of Excellence for territory planning account mapping and deal execution.

• Pipeline Rigor: Implement and oversee a rigorous pipeline management process. Conduct global pipeline reviews toidentifytrends risks and opportunities translating data into actionable sales strategies for the field teams.

• Deal Strategy: Act as an executive sponsor on major complex joint opportunities helping to structure deals align executive resources and unblock internal hurdles to close business.

3. Sales Enablement Strategy

• Curriculum Definition: Set the global enablement strategy for both SAP Concur and GBT field teams. While CSEs deliver the training you define the curriculum ensuring the Better Together value proposition is consistent and compelling across all regions.

• Resource Development: Oversee the creation of high-impact sales tools playbooks and battle cards that empower sellers toidentify qualify and close joint opportunities.

• Adoption Monitoring:Monitorthe effectiveness of enablement programs through sales performance metricsiteratingcontent based on field feedback and win/loss analysis.

Qualifications & Experience

• Experience:12 years of experience in B2B technology sales with at least 5-7 years specifically in Channel Sales Strategic Alliances or Partner Management.

• Leadership & Influence:5 years of experience in roles requiring high-level influence and matrix management. Mustdemonstratea proventrack recordof driving performance through cross-functional teams or dotted-line reports without direct authority.

• Industry Knowledge:Deep understanding of theCorporate Travel ecosystem (TMC model)and theSaaS/T&E software landscapeis strictlyrequired. Experience with SAP Concur or GBT solutions is highly preferred.

• Education:Bachelors degree in business Marketing or related field; MBA is a significant plus.

• Tools:Mastery of CRM/PRM systems (Salesforce etc.) for forecasting and partner management.

Critical Performance Competencies

• Matrix Leadership:Exceptional ability to lead through influence. You must be able to drive performance and accountability within the Regional CSE team via a dotted-line reporting structure.

• Strategic Execution:The ability to take a 5-year high-level strategic plan (owned by the MD) and break it down into quarterly execution plans and measurable sales tactics.

• Diplomacy & Negotiation:Sophisticated negotiation skillsrequiredto navigate complex partner dynamics resolve channel conflict and balance the interests of two large enterprise organizations.

• Executive Presence:Polished communicator capable of presenting to and influencing VP and C-level stakeholders at both SAP Concur and American Express GBT.

• Analytical Acumen:Strong financial literacy. Ability to interpret P&L requirements and sales data to make logical business decisions.

• Builder Mindset:Thrives in ambiguity. You are not just running a machine; you are helping to build and fine-tune the engine of a new strategic alliance.

• Collaboration:A we before me mentality. Success in this role is defined by the success of the partnership and the regional teams.

• Results Oriented:Unwavering focus on the bottom linedriving revenue increasing win rates and accelerating pipeline.

Preferred location(s):

USA