Global Manager of Partner Managed Cloud, GSI Business Development & Sales

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At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. 

 

 

ROLE DESCRIPTION:

The Partner Managed Cloud Business (PMC) is a vital and complementary indirect route to market that empowers our partners to deliver flexible, end-to-end "as-a-Service" solutions to customers across SAP's entire cloud portfolio. 

From RISE with SAP, GROW, BTP, to Business AI and beyond, the PMC model unlocks a world of possibilities, addressing the rapidly growing managed services and BPO market demands through our trusted partner ecosystem.

 

This role within the Partner Ecoystem Success Organization and Partner Managed Cloud Team is at a global level engaging and collaborating with global & major systems integrator and consulting firms (GSIs). The role’s key responsibilities are to grow SAP’s indirect revenue through managed services, BPO and as-a-service offerings with the Partner Managed Cloud route to market.

 

Key business metrics for success include incremental and joint sales pipeline for Partner Managed Cloud especially through “as-a-service Partner Offerings”, and incremental indirect revenue.  Critical skill sets and experience include understanding of GSI/consulting services engagement models, enterprise software/cloud sales and business development program development, rollout and operational execution.

 

EXPECTATIONS AND TASKS:

Partner Engagement

• • Develop deep and active partner relationships within the global/regioal partner base
  • Understand partner growth strategies to identify and facilitate alignment of joint market opportunity development
  • Gain focus and alignment with partners on accounts and programs as needed to drive field alignment, new business, and customer success.
  • Establish and ensure effective management system execution with partners and key stakeholders within the region.

Business Partnering Leadership

• • Act as trusted advisor to field sales and field sales leadership to drive effective and systematic partner engagement that maximizes the value of Partner Managed Cloud and “as-a-service Partner Offerings”.
  • Develop and maintain a detailed knowledge of the sales territory, partner landscape, key regional business imperatives, and drive replication from Global to Regions and Market Units
  • Act as a strategic liaison to our GSSP and PES Partner Teams and ensure effective communications and conflict resolution as needed

Joint Program Development and Execution

• • Identify and develop joint go-to-market initiatives/business cases, aligning partner & SAP value, offerings and capabilities, to address market opportunity and deliver revenue growth.
  • From Business Case to driving collaborative pipeline generation, opportunity development and end to end sales execution.