SAP Partner Business Manager Job in Milan, Italy
Requisition ID: 181204
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
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Key Areas of Responsibility and Tasks
The Partner Business Manager (PBM) is a field-based employee that manages a portfolio of partners resellers in order to grow SAP’s software license revenue across the SAP solution portfolio. The PBM is responsible for proactively developing the partner’s SAP 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 main point of contact for building the partner relationship with SAP. The PBM 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.) without under- or over-utilizing those assets. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. The Partner Business PBM supports 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 activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact.
Key Responsibilities - Partner Business Manager
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
Supervises PBMs to develop 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 SAP 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 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;
mainly focusing on extending the partner’s sweet spot (vs. entering completely new business areas)
Ensures partner-assistance in building transformational plans to differentiate themselves and add value to customers.
Identifies economic trends and use industry knowledge to guide PBMs where they channel their partners’ investment in developing their SAP business and to gain trusted advisor status
Develops and drives effective joint annual business planning with partners 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
Ensures 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.
Enable PBMs to drive partner execution to revenue commitments to SAP and measures and reports progress
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 PBMs 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).
Anticipate and prevent conflicts between PAM and partners. Support PAMs to take action and resolve conflicts 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.
Provides leadership in knowledge management, by developing and sharing best practices for demand generation and pipeline creation with partners
Encourages PBMs to facilitate expansion of their SAP footprint to the innovation solution portfolio where relevant, and incorporates the new solutions in pipeline building and demand generation plans;
Ensures that partners’ overall demand generation plans to align with SAP’s current go-to-market messaging;
Creates a partner environment in which partners collaborate to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline
Ensures forecast accuracy and sales linearity (quarter after quarter, month after month) across partners.
General Partner Management
Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Chanel Operating Policies. Support for complex deals in accounts under 700m€.
Ensures partners’ engagement and investment in the SAP portfolio. Provides PBMs with new and innovative solutions in managing partners. Envisions new strategies to better leverage and extend SAP’s ecosystem. Feels responsible to consistently improve and innovate SAP’s partner management approach
Monitors if PartnerEdge requirements are met and take corrective action as necessary, if required with GPO mgmt.
Singles out underperforming partners and prescribe corrective action in a timely manner
Engages in HR oriented topics concerning performance assessment, compensation and development of PAMs. Ensure that partners, PAMs and SAP teams operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being metThe Inside Partner Business Manager (IPBM) is the equivalent to the PBM for remotely managed partners. Consequently the IPBM fulfills the same tasks and responsibilities as the PBM with slight adjustments to take into account that contact is mainly via telephone.
Experience & Language Requirements
10 years working experience in the software industry
7 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
Relevant experience in cloud / HANA topics
Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
Strong analytical competencies
An ability identify and champion win-win scenarios
High energy - brings innovative ideas to the team and champions best practices
Proven capability to work in a team and collaborate; with independent accountability
Expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
Business level English
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now .
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 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: Careers@sap.com ).
Successful candidates might be required to undergo a background verification with an external vendor.
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