Head of Managed Service Provider (MSP) - Americas

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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. 

 

Location:  Any SAP Office in North America 

 

The global managed service business is projected to reach a staggering US $711 billion by 2028, underlining the immense potential in this sector. The MSP channel has emerged as a fast growing indirect channel at SAP in 2024 with triple digit growth YoY. It represents an evolution as crucial indirect route in SAP’s go-to-market strategy, enabling customers to consume end-to-end managed services and Business Process Outsourcing (BPO) through a one-stop-shop service model from their trusted SAP partners.

 

What You'll Build:

 

SAP’s Head of MSP Americas (f/m/d) will lead and motivate a team of highly experienced experts to drive aspirational growth of this indirect sales motion within the Partner Ecoystem Success Organization (PES). You are accountable to deliver quarterly and annual targets for the Managed Service Provider (MSP) channel and transform this into a repeatable motion of growth for SAP WW.

You are engaging with C-Levels and business leaders of global & major systems integrator and consulting firms (GSIs) to foster business planning and potentially needed organizational changes to succeed as Managed Service Provider (MSP) based on SAP Cloud Services.

 

Furthermore, you are driving change by establishing valuable and strong collaboration with other SAP teams inside and outside PES to increase efficiency and partner/customer satisfaction along the customer value lifecycle. Critical skill sets and experience include understanding of Consulting services engagement models, compliance and revenue recognition rules and sales tactics to lead the global and regional MSP teams on the path to build a sustainable and fastest growing indirect channel within SAP.

 

As a people leader you (f/m/d) are living our growth culture where we win as one, take charge, act with transparency, embrace curiosity, and role model our 3 leadership promises, always acting with the highest ethical and professional standards.

 

      Tasks in detail:
 

• Annual Revenue - Achieve / exceed quota targets by Quarter.
• Establish “can-do” mindset while leading your team through the process to further develop the MSP business indirect commercial model for SAP.
• Anchor the MSP model into our PartnerEdge framework, balancing our aim for efficiency against the value-creating needs of the commercial model creating investment needs.
• Constantly search for ways to evolve the MSP channel in a sustainable and compliant way to foster aspirational growth.
• Ensure compliance of all sales and partner efforts within your team.
• Be an ambassador for MSP externally as well as SAP-internally.
• Blueprint MSP business plans, salesplays and modern GTM strategies for and with your team in collaboration with your peers within PES and also outside PES.
• Understand partner strengths, economics, business imperatives and partner profitability.
• Achieve key stakeholder, including c-level, buy-in and investment for MSP business at top partners to support SAP’s growth strategy in terms of license and services capacity growth.
• Drive resolution of conflicts, in order to maintain a long-standing and productive business relationship based on mutual trust.

 

 

What you bring:

 

• We are looking for a very sales-focused personality with experience in big deals.

• Proven record of excellent performance in Sales, Presales, business development or channel management experience with experience of 10-15+ years
• Proven record of people leadership (as MMT or MMM) for 5+ years
• Proven track record in transacting with and through partners.
• Good network within SAP on local, regional and global basis
• Consistently achieving revenue, growth and pr