Partner Bus Mgt Senior Specialist
il y a 3 jours
**What we offer**
**Key Areas of Responsibility and Tasks**
The Partner Business Manager P&T (PBM P&T) is a field-based employee that manages a portfolio of partners & Value-add resellers in order to grow the P&T’s software license revenue across the BTP solution portfolio. The PBM P&T is responsible for proactively developing the partner’s P&T business by driving sales (to net new customers and to the partner’s current customer base), demand generation, Training, and partner capabilities with a strong focus on mid-term perspective.
The PBM P&T is the main point of contact for building the partner relationship with the P&T organisation at SAP. He/she is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.). He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. The Partner Business PBM P&T supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PBM P&T provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities.
**Strategic Value and 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 and classifies the partner’s basic financial structure and key drivers which influence their business and decisions
- Develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical,), and keeps up to date with all major changes to the partners’ organization as well as with the changing environment at SAP. Proposes changes to partner’s organization to strengthen their business execution.
- Articulates the relevant P&T portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts);
- Translates P&T 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 partner’s sweet spot
- Ensures partner-assistance in building transformational plans to differentiate themselves and add value to customers.
- Identifies economic trends and use industry knowledge to guide the partners investment to develop their business, driving joint customer planning, to drive expansion.
- Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).
**Overall: Revenue Generation and Leadership**
Responsible for sales of SAP software licenses with and through partners across SAP’s portfolio and establishing an advisory relationship with the partner and SAP teams.
- Ensures that partners receive training to develop high level of sales skills on successful sales strategies and on individual opportunities.
- 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
- Oversees collaboration of partner skills 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.)
- Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP teams (e.g. PRM, ISEs, Account Executives).
- Proactively manage conflicts with partners and take action to resolve these as they occur and escalate as needed
**Partner Demand Generation and Pipeline Creation**
Responsible for partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.
- Shares best practices for demand generation and pipeline creation with partners
- Ensures that partners’ overall demand generation plans to align with SAP’s current go-to-market messaging.
- Ensures forecast accuracy and sales linearity (quarter after quarter, month after month) across partners.
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