SAP Concur- Business Development Expert, Alliance Operations and Governance

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Job Overview:

Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Director, Business Development – Alliance Operations & Governance for our new strategic alliance with American Express 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 established a transformative strategic alliance with American Express Global Business Travel (GBT), creating an industry-leading integrated solution for travel and expense management. This partnership combines SAP Concur’ s best-in-class spend management platform with GBT's world-class travel management services to deliver exceptional value, savings, and control to Enterprise and SMB customers. This pivotal role will serve as the operational leader responsible for building and running the engine that powers this partnership and is accountable for establishing and leading the core operational functions: Program Management and Governance, Business Analytics, Deal Administration, and Contract Management and Compliance. A key aspect of this role includes providing dotted-line coaching and mentoring to the team members who support these critical functions. This position requires a blend of strategic leadership, hands-on execution, and strong people development skills to ensure scalable processes, data-driven decision making, and measurable alliance value.

 Responsibilities:

• Program Management & Governance:
  • Design, implement, and continuously improve the alliance governance model (steering committees, QBRs, risk/issue management, change control).

• Define program milestones, KPIs, budgets, and resource plans; monitor progress and escalate risks to executives.
• Lead cross-functional governance reviews with product, sales, legal, privacy/compliance, security, and services to ensure alignment with strategic objectives.
• Maintain the alliance charter, decision rights, and escalation paths; ensure governance cadence is followed across SAP Concur and GBT.

• Business Analytics & Performance Management:

• Establish Framework: Design and implement a comprehensive analytics framework to provide a single source of truth for alliance performance, including pipeline generation, revenue attainment, win rates, and customer satisfaction metrics.
• Deliver Insights: Develop and maintain executive-level dashboards and performance scorecards, translating raw data into actionable business insights to guide strategic decisions.
• Optimize Performance: Conduct regular analysis to identify trends, pinpoint operational bottlenecks, and recommend data-driven improvements to the go-to-market strategy and sales motions.

• Deal Administration & Commercial Operations:
  • Govern Deals: Oversee the operational aspects of the sales cycle, including deal registration and validation, order form processing and rules of engagement to ensure a frictionless co-sell motion.
  • Streamline Processes: Standardize procedures and workflows for Deal Administration working closely with IT and Business Operations, Finance, Billing and Legal.
• Contract Management & Compliance Manage Negotiations:
  • Support negotiations of major agreements (Definitive, Solution Extension, Managed Service Provider, SLAs) with emphasis on risk management and value capture.
  • Ensure Compliance: Act as the primary liaison with Legal, Security, and Data and Privacy teams to ensure all contractual obligations and regulatory requirements (e.g., GDPR, CCPA) are met.
  • Manage Lifecycle: Develop and maintain a contract management system, including a repository of all agreements, and proactively manage renewals, expirations, and amendments.
• Dotted-Line Coaching & Mentoring:
  • Develop Ta