Belux Alliance Manager

Il y a 3 mois

Machelen, Belgique SAP Temps plein

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

**Alliance Manager** **- SAP Belgium & Luxembourg**:
Do you expect the best from your career? Are you inspired by excellence?

We’re looking for a talented, energetic, and highly motivated Belux Alliance Manager to proactively develop the collaboration with SAP Belux GSSP partners (Global Strategic Service Partners) like Accenture, Deloitte, PWC, EY, CapgeminiThe alliance manager will drive sales, demand generation and partner capabilities with a strong focus on the mid-term perspective. This person will also be GSSP ’s primary point of contact for SAP. This role reports to the Belux Partner Director.

**Purpose and Objectives**

The Alliance Manager is responsible for proactively managing and developing the partner following a disciplined business planning process to expand their business with SAP, and for the holistic management and representation of the Partner to SAP. He or she is responsible for growing JPR sal (Join Partner Revenue), increasing delivery capacity and accelerating partners’ contribution to innovation of the SAP/partner solution portfolio.

**Tasks and Responsibilities**

You will be responsible for:
**Business Development**

Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner’s business with SAP.
- Understands the partner’s basic financial structure and key drivers which influence their business and decisions
- Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical,), and keeps up to date with all changes to the partners’ organization as well as with the changing environment at SAP. Understands and articulates 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; Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement. Works on investment and expansion plans, Documents partner’s commitments and investments, Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews). Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
- Proactively provide professional preparation and leadership of partner/SAP meetings

**Overall: Revenue Generation and Leadership**

Responsible for sales of SAP software licenses with and through alliance partners across SAP’s portfolio and establishing an advisory relationship with the alliance partners and SAP teams.
- Drives partner execution to revenue commitments to SAP and measures and reports progress
- Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses; a. Develops partner’s sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits. b. Utilizes available experts (presales, AEs, etc.) to generate the best possible approach and result for the partner’s business.
- Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner’s margin
- 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.) Updates and communicates key partner changes - for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc.
- to relevant SAP systems and teams (e.g., PRM, ISE’s, Account Executives) 6.
- Prevent and resolve conflicts. Escalate as needed.

**Partner Demand Generation and Pipeline Creation**

Responsible for partner’s pipeline development; driving

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