SAP Concur- Senior Director, Partner Management & Channel Sales

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Position Title: Senior Director, Partner Management & Channel Sales American Express Global Business Travel (GBT) Alliance  

  

Job Overview  

Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Senior Director, Partner Management & Channel Sales for our new strategic alliance with GBT. SAP Concur is the world's leading provider of business services that automate Corporate Expense Management. Established in 1993, Concur’ s solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions. SAP Concur has forged a transformative strategic alliance with GBT, creating the industry’s premier integrated solution for travel and expense management. This partnership is a cornerstone of our growth strategy, delivering unparalleled value, control, and efficiency to customers worldwide.  

As the Senior Director of Partner Management & Channel Sales, you will serve as the strategic lieutenant to the Managing Director, responsible for the commercial success of this industry-leading partnership. You will bridge the gap between high-level strategic vision and on-the-ground sales execution.  

 In this role, you will own the holistic health of the partner relationship and the aggregate revenue performance of the channel. You will provide functional leadership and strategic direction to a team of Regional Channel Sales Executives (who report to you via a dotted line), ensuring global consistency, sales discipline, and pipeline velocity. You are the architect of the sales motion, ensuring that both SAP Concur and GBT sales teams are aligned, enabled, and executing effectively to hit revenue targets.  

Responsibilities  

1. Strategic Partner Management & Governance  

• Relationship Strategy: Act as the senior operational counterpart to GBT leadership, cultivating deep, trusted relationships with GBT’s VP and Director-level sales and account management leaders.  

• Alliance Governance: Orchestrate the alliance governance framework designed by the Managing Director. This includes leading preparation for Quarterly Business Reviews (QBRs), tracking joint sales initiatives, and ensuring accountability on both sides.  

• Conflict Resolution: Serve as the primary escalation point for channel conflicts and Rules of Engagement (ROE) disputes that cannot be resolved at the regional CSE level, ensuring fair and swift resolution to maintain partnership momentum.  

• Executive Alignment: Facilitate alignment between SAP Concur and GBT executive stakeholders to ensure the partnership remains a top priority for both organizations.  

2. Channel Sales Leadership & Revenue Execution  

• Revenue Accountability: Partner with the Managing Director to manage the global revenue forecast. You are responsible for ensuring the team meets or exceeds the aggregate Channel Sales quota and pipeline generation targets.  

• Functional Leadership: Provide strategic guidance, mentorship, and coaching to the Regional Channel Sales Executives (dotted line reports). You will define the "Standard of Excellence" for territory planning, account mapping, and deal execution.  

• Pipeline Rigor: Implement and oversee a rigorous pipeline management process. Conduct global pipeline reviews to identify trends, risks, and opportunities, translating data into actionable sales strategies for the field teams.