SAP - Woodmead, Johannesburg - Requisition ID: 181601 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time COMPANY DESCRIPTION SAP started in 1972 as a team of five colleagues with a desire to do something new.Together, they changed enterprise software and reinvented how business was done.Today, as a market leader in enterprise application software, we remain true to our roots.
That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees.We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all.
We believe that together we can transform industries, grow economics, lift up societies and sustain our environment.Because it’s the best-run businesses that make the world run better and improve people’s lives. ROLE DESCRIPTION: The Partner Sales Senior Specialist is a field-based employee that manages strategic VARs in order to grow SAP’s software license revenue across the SAP solution portfolio.
The Partner Sales Senior Specialist is responsible for 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.The Partner Sales Senior Specialist is the main point of contact for building the partner relationship with SAP.They are the central advisor to the partner, responsible for coordinating all SAP interactions (with executives, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio.
Key business metrics for success may include revenue generated through partners, revenue growth, partner’s increase in net new customers, percentage of partners who are active and generating revenue, growing partners from one program level to the next, partner expansion into a new investment area (industry, geography, solution), and partners’ adherence to PartnerEdge program requirements (if applicable). Critical skills include an understanding of channel business; partner financials and economics; partner business planning; SAP software solutions; partner sales, forecasting, and building pipeline; demand generation planning, executition, and ROI; enablement planning; SAP practice development within the partner; and operational execution. The Partner Sales Senior Specialist reports to the local SAP Ecosystem and Channels management team, and works with an extended team that includes indirect and direct sales reps, Inside and Field sales (Account Executives), marketing and technical resources as one SAP.
EXPECTATIONS AND TASKS: Strategic Value and Business Development Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner’s business with SAP. Understand the partner’s basic financial structure and key drivers which influence their business and decisions Develop active relationships across all roles in the partner (executives, sales, marketing, technical, …), and keep up to date with all changes to the partners’ organization as well as with the changing environment at SAP Articulate the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts); Present 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; mainly focusing on extending the partner’s sweet spot (vs.
entering completely new business areas) Assists partner in building transformational plans to differentiate themselves and add value to customers.Explain economic trends and industry knowledge to support the partner’s investment in developing their SAP business and to gain trusted advisor status Develop and execute effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.Work on investment and expansion plans, document partner’s commitments and investments, hold partners accountable and measure (and report) results and ROI regularly (i.e., quarterly updates and reviews).
Utilize existing experts within SAP to prepare, deliver and follow up on the business planning Proactively prepare and execute on partner/SAP meetings Overall: Revenue Generation and Leadership Responsible for reselling SAP software licenses with and through partners across SAP’s portoflio and establishing an advisory relationship with the partner and SAP teams. Drive partner execution to revenue commitments to SAP and measures and reports progress Train partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses; develop partner’s sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.Utilize available experts (presales, CSM, etc.) Guide 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 Collaborate with SAP teams (Account Executive, Inside Sales Executive, Customer Sales Manager) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.) Update and communicate 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) Resolve conflicts, align with management on critical cases and escalate as needed Partner Demand Generation and Pipeline Creation Responsible for partner’s pipeline development; driving to SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools. Understand and share relevant demand generation and pipeline creation best practices with partners Advise partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans; Guide partner’s demand generation plans to align with SAP’s current go-to-market messaging; influence partner to effectively utlize 100% of their marketing development funds; ensure partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs; track and measure the return on investment (ROI) or the demand generation activities Develop and execute a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business Ensure forecast accuracy and sales linearity (quarter after quarter, month after month) General Partner Management Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Chanel Operating Policies. Optimize partner engagement and investment in the SAP ecosystem and portfolio Effectively train partner’s sales force to become experts on delivering the SAP value proposition (overall and by solution) Guide partner to work effectively within SAP’s Go-to-Market strategy Ensure PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.
Diagnose and prescribe corrective action for underperforming partners Ensure that partners – and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met The Inside Partner Account Manager (IPAM) is the equivalent to the PAM for remotely managed partners.Consequently the IPAM fulfills the same tasks and responsibilities as the PAM with slight adjustments to take into account that contact is mainly via telephone. WORK EXPERIENCE: Partner Account Manager: 7+ years working experience in the software industry 5+ years in a partner facing role (ex.
Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus’ Demonstrated partnering and sales leadership skills Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners Strong analytical competencies Effective communication and presentation skills an executive level High energy - brings innovative ideas to the team and champions best practices Proven capability to work in a team and collaborate; with independent accountability Local market knowledge and understanding (software industry, trends, vertical market industries, etc.) Business level English: yes Business level local language: yes EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES: Bachelor equivalent: yes Master equivalent: preferred WHAT YOU GET FROM US Success is what you make it.At SAP, we help you make it your own.A career at SAP can open many doors for you.If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
SAP'S DIVERSITY COMMITMENT To harness the power of innovation, SAP invests in the development of its diverse employees.We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.
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