Global Manager of Partner Managed Cloud, GSI Business Development
1 month ago
Global Manager of Partner Managed Cloud, GSI Business Development & Sales
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/regional 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.
Align global partner programs for effective rollout and execution with partner and field sales teams in Regions and Market Units
Develop and operationalize joint partner business plans to optimize agreed objectives
Evangelize initiatives and value of teaming with partners; troubleshoot and resolve conflicts; establish and facilitate rules of engagement with partners.
KEY METRICS
Incremental Pipeline, as-a Service Revenue with Partner Managed Cloud
#Partner Offerings with as Service including SAP Cloud Solutions and inclusion in GTM Cloud ERP (RISE/GROW), Business Transformation as Service (Signavio/Lean IX), HCM as Service and others
Performance against joint initiative and partner program metrics
Program- specific MBOs
WORK EXPERIENCE:
10+ yrs experience in the software industry
Experience in developing and executing strategic partnerships with global and major systems integrators
Complex organizational leadership experience with services partners and direct sales teams
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
BA or BS degree or equivalent
Proven software industry / Cloud business development & sales skills
Strong analytical competencies and a capacity to communicate, influence, persuade and present at an executive level
High energy – brings innovative ideas to the team and champions best practices
Ability to identify, develop, champion and execute strategic initiatives with highly complex partners
A proven capability to work in a team and collaborate across matrixed reporting lines
Expertise and acumen in forging initiatives and go-to-market sales pipeline/opportunity development plans
Ability to effectively lead change initiatives, collaborate for mutual success and thrive in ambiguity.
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