Partner Business Manager (PBM Nordics) Job

Descripción de la oferta

Requisition ID: 68343
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

Partner Account Manager

Overview

The Inside Partner Business Manager (IPBM) is an Inside Sales -based employee dedicated to managing remotely a large number of Tier 2-3 or incubating SAP VARs and/or SAP Services Partners (all of these sometimes designated as “Inside managed partners” or “Program-managed partners”) in order to help SAP primarily grow sales, increase delivery capacity and accelerate partners' contribution to innovation of the SAP/partner solution portfolio. Sometimes, the role can be focused on, or involve as well, the management of EBM, EBS, Ditributors' Resellers, or B1 partners.

PBM´s are responsible for growing sales, increasing delivery capacity and/or accelerating partners' contribution to innovation of the SAP/partner solution portfolio.

The IPBM acts as the partners primary point of contact for SAP.

Key business metrics for success may include:

- growth of revenue generated through and with assigned Partners (either indirect or co-sales)

- partner demand generation and pipeline creation

- planning and increase of partner capability and capacity

- development and execution of the partner's business plan, advising on strategic development or expansion (industry, geography, solution)

- bringing new partners to revenue (when relevant) within a defined timeframe

- development of Partners from one level to the next (for VARs); percentage of Service partners (if there are any assigned to the IPAM) that participate to SAP strategic initiatives and that reach critical mass

- partner satisfaction

- and management of partners' adherence to PartnerEdge program requirements (if applicable).

Critical skill sets and experience include: an understanding of partner business model and engagement; business accumen; busines planning; enterprise software sales; marketing program roll-out; partner lead and opportunity management; SAP practice development (within partner); ability to connect partner with the proper SAP resources; relationship management; and operational execution. Also: a high level of motivation, autonomy and slef-starting qualities.

The IPAM reports to the regional or local eCenter IPAM Manager, who is a member of the regional or local eCenter Inside Sales Management team. In addition, the IPAM has a strong functional link to the Market Unit Channel Head and/or Alliances Head, and is included into the Market Unit Channel/Alliances programs. The IPAM role is based in the Inside Sales eCenters. The IPAM interacts with a variety of people internally, from the ISE with whom they might help on a deal and with whom they will design joint demand generation plans with partners, to Marketing, the PSD organization for enablement orchestration, and the rest of the Channel team.

The PBM is a quota-carrying role.

Partner Business Management:

· 
Understand partners economics, business imperatives and agendas.

· 
Develop active partner relationships within the regional partner base, in order to be able to influence partner's development, investment and success in SAP's priority areas.

· 
Achieve key stakeholder, including c-level, buy-in and investment at top partners to support SAP's growth strategy in terms of license and services capacity growth

· 
Gain partners' focus on SAP business, and maximize/optimize partner engagement and investment in the SAP ecosystem

· 
Maximize partner engagement across all potentially relevant business models, ranging from co-innovation/creation of intellectual property via services engagement to joint selling/reselling

· 
Maximize partner engagement across territories, support partners in their drive to expand in geographies & industry verticals

· 
Drive early partner adoption of key SAP innovations (e.g., HANA, mobility, RDS, cloud, etc.), aligning with PSD.

· 
Build 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 scorecarding with key stakeholders within the partner.

· 
Operationalize the business plan in order to facilitate execution on regional / local level, with all Partner and SAP stakeholders. Execute regular business reviews with all key stakeholders.

· 
Continuoulsy provide partners with the right contacts within SAP and broker introduction to SAP resources that can support in the partner's development.

· 
Design and roll-out joint pipeline generation programs that drive opportunity development, in collaboration with CSMs and Sales Account Executives (ISEs, …). Develop partner sales campaigns in close collaboration with regional/local ecosystem teams, marketing, legal, inside and field sales management and other relevant units of SAP.

· 
Manage Partner Pipeline and collaborate with SAP Account Executive (AE) and Inside Sales Executive (ISE) opportunity owners, acting as a strategic liaison to SAP Services to ensure effective communications and conflict resolution as needed. Drive resolution of conflicts in order to maintain a long-standing and productive business relationship based on mutual trust. (Ensure coordination with SAP's Account Execs / Opportunity owners when reviewing partners' pipeline deals, to minimize redundant interactions with the partner on this matter).

· 
Report on sales progress against targets agreed and initiate corrective actions upon as required

· 
Develop and maintain a detailed knowledge of the sales territory, partner landscape, SAP services capacity (in SAP and partners managed), key regional business imperatives, and the regional SAP opportunity pipeline, so as to be able to communicate information and opportunities to partners, where relevant.

· 
Ensure effective review cadence with Partners and key SAP stakeholders (from SAP sales,SAP services, to the relevant assigned PSA) within the region

· 
Keep abreast with all changes to the partners' organization as well as with the changing environment at SAP. Communicate regularly and in a timely manner to SAP's Sales Account Executives (ISEs, …) all relevant partner information and changes, such as new solutions, new capabilities, investments, credit events, etc.

· 
Diagnose and prescribe corrective action for underperforming partners or recommends termination if appropriate.

· 
Drive engagement with SAP Channel marketing resources to support partner demand generation. In particular: ensure full and proper use of all MDF, drawing input from CSMs and SAP's Sales Account Executives (ISEs, …) Drive partners to utilize SAP's marketing programs and tools (MSB, Virtual Agency, Talent Tools, etc.), aligning with and leveraging PSD.

· 
Maintain Partner Relationship Management (PRM) data relevant to actively managed partners. If necessary utilizing PSD services

· 
Acts as an evangelist and champion within SAP for their assigned partners, ensuring sales and marketing support

Partner Development:

· 
Assess strengths and opportunities of partner sales on a constant base, aligning with SAP's aspirations

· 
Identify partner's opportunities for mutual sales expansion based on the agreed-upon strategy

· 
Ensure necessary agreements & contracts between partners and SAP are developed and finalized in a timely fashion as well as rolled out and adhered to

· 
Develop High-level enablement planning and align with PSA to ensure proper execution. Drive enablement of Sales, Pre-sales, Services, ensuring further coaching into action. Engage directly with Partner Services Advisor (PSA) for enablement needs

· 
Acts as a driving force for proposing joint activities between the partner, SAP Marketing and SAP's Sales force (ISEs, …) that can develop the partner. Discuss and syndicate these within SAP and partner. Ensure proper planning, execution, results and learnings.

· 
Supports partner to leverage the partner marketing tool to conduct demand generation.

· 
Ensure partners meet certification requirements for certifications relevant to partners' business models, and are trained on latest solution and sales content, working with PSD.

· 
Foster the development of SAP Services capacity within partners – in both quantity of certified resources and development of SAP services capacity where gaps exist (in certain SAP solution areas, geos, etc.) (As appropriate)

· 
Ensure partner resources have access to and are utilizing SAP tools and methodologies, working with PSD.

· 
Ensures new partners complete the SAP onboarding process and reach their first transaction within the year

· 
Identify and position additional partnering opportunities

· 
Drive Customer and Partner Reference stories

WORK EXPERIENCE:

· 3-5 years working experience in the software industry
· 3+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus'
· Demonstrated partnering and sales leadership skills
· Business and financial acumen
· 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
· Proven capability to work in a team and collaborate; with independent accountability
· Microsoft Office tools, including Word, Excel and PowerPoint
· Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
· Business level English: yes
· Business level local language: yes

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

· Bachelor equivalent: yes
· Master equivalent: 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 HR Direct (Americas: hrdirectamericas@sap.com , APJ: hrdirectapj@sap.com , EMEA: careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations: No Selection

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