Seller Partner Manager

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. 

 

Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy

SAP is not offering relocation benefits for this role at this time.

SAP is not offering current or future visa sponsorship for this role at this time.

 

JOB DESCRIPTION 

 

Candidate must be hybrid to the Tempe, AZ or Montreal office. 

 

Key Areas of Responsibility and Tasks

The Seller Partner Manager (SPM) is a field-based employee that 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 SPM is the main point of contact for building the partner relationship with SAP. The SPM is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, support, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. The SPM supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The SPM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities.

 

Key Responsibilities – Seller Partner Manager

Strategic Value and Business Development

Responsible for the holistic management and representation of the Partner to SAP, and for managing and developing the partner following a disciplined business planning process to expand their partner’s business with SAP. 

1. Understands the partner’s basic financial structure and key drivers which influence their business and decisions
2. 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
3. Assists in presenting 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;
4. Assists partners in building transformational plans to differentiate themselves and add value to customers.
5. Executes on joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
6. Proactively prepares and executes on partner/SAP meetings

 

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. 

1. Drives partner execution to revenue commitments to SAP and measures and reports progress
2. 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
3. Collaborates with SAP teams acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensures partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
4. 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) 
5. Identifies conflicts, align with management on critical cases and escal