Seller Partner Business Manager - Hyperscaler

Job Description

We help the world run better
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.

AI is changing the rules of enterprise transformation – and no organisation will do it alone. One of the biggest themes at #SAPSapphire this year was the deepening partnership between @SAP and hyperscalers, @AWS and @Microsoft, to help customers unlock more value from trusted business data, accelerate cloud transformation and move faster with Business AI.

With AWS, customers will be able to access critical business data faster to power AI agents, analytics, and better decisions – without unnecessary data movement.

With Microsoft, dedicated engineering teams are helping organisations accelerate cloud migrations and go-lives, including for companies like Nestle and Samsung.

What excites me most is what this means for customers. We’re meeting them where they are, removing friction and accelerating outcomes through stronger ecosystems.

The opportunity ahead is enormous. That’s why we’re looking for someone special to help deepen our partner relationships across Australia and New Zealand at a pivotal moment for SAP, our partners and our customers.

This is an opportunity to help shape how some of the world’s most important technology ecosystems come together to deliver meaningful customer outcomes.

• 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
• Ensures understanding of partner's basic financial structure and key drivers which influence their business and and keeps up to date with all major changes to the partner's organisation as well as with the changing environment at SAP.
• Proposes changes to the partner's organisation to strengthen their business execution
• Articulates 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.

Job Description

• Actively supports partners in building transformational plans to differentiate themselves and add value to customers, especially in our corporate segment
• Ensures effective joint annual business planning with partners to deliver proper planning and execution of Sales, Marketing, and Enablement Works on investment and expansion plans
• Documents partner's commitments and investments
• Defines target account lists with the partner and delivers
• Joint account planning sessions between SAP AE and the partner
• Holds partners accountable and measures (and reports) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews)
• Ensures proper planning and execution of Sales, Marketing and Enablement, including investment and expansion commitments by all available means
• Proactively provides professional preparation and leadership of partner/SAP meetings
• Responsible for sales of SAP software licenses with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams
• Ensure that partners receive training to develop high level of sales skills on successful sales strategies and on individual opportunities
• Guides 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
• Oversees collaboration of Partner with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) 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.)
• Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP)

Experience & Language Requirements

• Demonstrated partnering and sales leadership skills
• Relevant experience in cloud / HANA topics
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
• Strong analytical competencies
• An ability to identify and champion win-win scenarios
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate, with independent accountability
• High expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners
• Local market knowledge and understanding (software industry, trends, vertical market industries, etc.) Business-level English
• Education Bachelor's Degree or equivalent Master's Degree or equivalent (preferred)

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 453021 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid