SAP Partner Business Management - Cloud Job in Singapore, Singapore
Requisition ID: 117345
Work Area: Sales
Expected Travel: 0 - 70%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
PURPOSE AND OBJECTIVES
The Partner Business Manager (PBM) is a field-based employee that manages SAP Hybris for Customer VARs for a certain geographical area within Asia Pacific and Japan in order to grow SAP’s software license revenue and market penetration.
The expectation is also have to knowhow on how to grow SAP’s License revenue by Recruiting new Partners, Enabling partners end to end, Driving Business Plans and Demand Generation in collaboration with Deal Execution with Partners.
The Partner Business PBM delivers partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales and presales activities.
The PBM is responsible for proactively developing the partner’s SAP hybris Cloud for Customer business by driving sales (to net new customers and to the partner’s current customer base, demand generation and partner capabilities with a strong focus on mid-term perspective.
The PBM is the central advisor to the partner for SAP hybris Cloud for Customer, owning the partner relationship end to end for this segment, and responsible for coordinating all SAP interactions (with sales, generalist PBMs, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP hybris Cloud for Customer.
EXPECTATIONS AND TASKS
This role will make a significant impact within the partner organization to drive key SAP Hybris Cloud for Customer partners across the region to succeed in the cloud business as the domain expert, thought leader and evangelist for the Line of Business within Asia Pacific and Japan.
Key responsibilities include:
• Partner recruitment:
Identifies white spaces / market undercoverage and calculates market potential, develops value propositions including market potential for partner candidates, screens the market to identify potential partners (SAP ecosystem, competitive resellers, ISVs) and orchestrates the Recruitment process in SAP PRM systems
Proactively develops relationships across all roles in the partner (executives, sales, marketing, technical,…)
• Responsible for the independent execution of the Partner Enablement Strategy of SAP hybris Cloud for Customer:
Drive enablement planning for each market unit covering all indirect RTMs that can monetize SAP Hybris Cloud Solutions. Execute partner enablement with focus on high touch sales and presales; training & coaching with a scalable, programmatic volume approach.
Responsible for day-to-day execution of the approved enablement and solution adoption plan, with focus on high touch sales and presales; training & coaching with a scalable, programmatic volume approach.
Evangelist in front of C-Level for cloud and marketing business transformation and the resulting business impact for sales, presales, marketing and consulting.
Coordinating the transformation program work streams including Partner Service Delivery, GCGB Marketing, Inside Sales Organization and Business Leaders. Interact effectively with regional LOB stakeholders, regional peers and colleagues to achieve enablement charter.
Track, measure and communicate the readiness and business impact of the delivered enablement.
Responsible for providing the applicable data to operations teams to be consolidated into the monthly or quarterly reporting repositories/ dashboards.
Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses
• Take the leadership role and act as a trusted advisor on related GTM topics:
Define the GTM plan for SAP hybris Cloud for customer for each MU and Partner, and drive execution.
Develops and executes a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references
Responsible for partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.
Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
If required, provide sales and presales support to partners within Partner led SAP Hybris Cloud for Customer engagements
Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
Prevent and resolve conflicts. Escalate as needed
EXPERIENCE & LANGUAGE REQUIREMENTS
• High energy – enthusiast for Cloud CRM, out of the box thinker and brings innovative ideas to the team and champions best practices
• 5-7 years in a cloud environment within a partner / sales / business consulting role (ex. Sales, Marketing, PreSales, Consulting)
• Infectiously enthusiastic about linking business needs with workable solutions, with the ability to deliver value proposition based presentations with passion
• Outstanding presentation and communication skills going beyond classical power point presentations
• Software pre-sales/post-sales experience ideally working with partners in Cloud CRM and sales/leads management practices or applications
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
• Fluency in English, any other language an asset. Fluency in the language of local markets desirable.
Bachelor’s degree in Business Administration, Engineering or Computer Science required from an accredited university. MBA or advanced degree in related discipline preferred.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: email@example.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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