Partner Ecosystem Management Infrastructure & Hyperscalers

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Responsible for driving ecosystem growth and revenue influence through permanently assigned Partners across the ecosystem achieving desired revenue and profitability objectives for both Partner and SAP. Act as a strategic thought leader and orchestrator of the Partner relationship end-to-end including key engagement activities with all stakeholders. One face proxy to one or few actively managed partners across the entire partner lifecycle with the goal of growing the partners SAP business and investment into their SAP practice across the SAP solution portfolio particularly with Infrastructure and Hyperscaler partners.

Core tasks may include:

• Act as the SPOC for Global Programs impacting the region with Partner related updates such as new ecosystem players sales plays and go-to-market motions

• Cascade Partner incentive updates into the regions and secure compliant adoption across the region

• Responsible for the set up and execution of the Governance framework across LAC including QBRs with the Office of the President Managing Directors and Country Managers ensuring alignment across LAC Market Units and Countries in line with Corporate guidelines.
• Serve as the first escalation contact for Partner-related topics in the region

• Set up all requirements to execute funding and rebates across all LAC countries in coordination with SAP offices

• Drive Partner and Sales readiness activities including bootcamps joint go-to-market initiatives co-selling enablement where applicable and funding track enablement

• Support the operational readiness of joint processes including co-selling motions funding tracks and advisory to the sales organization

• Forecast top accounts by country in coordination with regional stakeholders

• Drive alignment on top accounts by partner collaborating with Lines of Business and stakeholders across LAC Market Units and Countries

• Support business development initiatives with strategic ecosystem players and drive the development of joint practices with Infrastructure and Hyperscaler partners (e.g. cloud platforms and strategic infrastructure providers)

• Contribute to the onboarding and activation of new ecosystem players supporting the development of joint value propositions and go-to-market initiatives

• Ensuring exceptional partner experience through all partner engagements with SAP

• Conducting a disciplined joint business planning process to expand the partners business with SAP including a multi-year mid-term focused development plan

• Assisting partner in building transformational plans to differentiate themselves in the market and maximize creating customer lifetime value

• Evangelizing SAP opportunities (i.e. new product new solutions area) in financial terms including potential revenue required partner investment break-even and return on investment to gain partner adoption mainly focusing on extending the partners sweet spot

• Coordinating joint marketing and business development efforts with partner including effective partner-led demand generation tactics

• Focusing on partner readiness; supporting partner with becoming a self-sufficient autonomous cloud solution partner while influencing the go-to-market motion without directly selling through VAR or Reseller models

• Leveraging the ecosystem to provide thought leadership into the market to showcase the SAP difference and grow SAPs competitive advantage

Key Responsibilities & Tasks

Purpose

To orchestrate and oversee Partner relationships fostering growth and driving Partner investments in SAPs solutions portfolio. The role ensures alignment with SAPs strategic objectives and enhances Customer Lifetime Value while enabling regional execution of global partner programs hyperscaler ecosystem initiatives and joint go-to-market models.

Key Responsibilities

include but are not limited to:

• Develop and maintain a multi-year Partner business development plan focusing on the Customer Value Journey to maximize Customer Lifetime Value.

• Create and execute an ambitious yet realistic business plan ensuring Partners deliver on planned commitments.

• Drive ecosystem growth by supporting Partner-led demand generation joint pipeline development across SAPs portfolio.

• Manage the Partner relationship end-to-end serving as a trusted advisor and supporting Partner autonomy.

• Ensure governance and alignment across regional leadership through structured engagement cadences including QBRs and executive reviews across LAC Market Units and Countries.

• Act as the regional SPOC to operationalize and cascade global ecosystem programs and initiatives into the region.

• Support the operational execution of partner programs incentives funding and rebate structures across LAC countries.

• Drive alignment on top strategic accounts by partner collaborating with Lines of Business and regional leadership to support forecasting and planning.

• Facilitate cross-functional collaboration between Partners Sales and internal SAP teams to drive ecosystem success.

• Act as a regional escalation point for partner-related matters and ensure resolution through appropriate internal channels.

• Support the development of joint ecosystem strategies with Infrastructure and Hyperscaler partners to accelerate SAP cloud adoption and expand market reach.

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.

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Requisition ID: 448020 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid