Partner Business Manager

**We help the world run better**

We’re looking for a talented, energetic, and highly motivated Partner Business Manager to proactively develop the SAP reselling partners’ SAP business by driving sales, demand generation and partner capabilities with a strong focus on the mid-term perspective. This person will also be the partner’s primary point of contact for SAP. This role reports into the (Indirect) Partner Director.

**Purpose and Objectives**

The Partner Business 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 sales, 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 partners across SAP’s portfolio and establishing an advisory relationship with the partner 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;
- 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.
- Utilizes available experts (presales, GBSE, 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)
- Prevent and resolve conflicts. 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.
- Understands, develops and shares relevant demand generation and pipeline creation best practices with partners
- Leads and drives partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans;
- Guides partner’s demand generation plans to align with SAP’s current go-to-market messaging;
Influences partner to effectively utilize 100% of their marketing development funds;
Ensures partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs;
Tracks and measures the return on investment (ROI) on the