Channel Expansion Manager

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.

Role Overview

The Channel Expansion Manager will build a channel fit for 2030 for the entire EMEA region. The channel will evolve to being a smaller group of larger partners that lead with pre-built industry best practice solutions accelerating sales & deployment. The Channel Expansion Manager will own, for assigned MU(s), re-activation of so-called dormant partners. SAP has tended to only focus on the top 10%-15% of partners which has resulted in a large group of previously successful partners gradually decreasing their SAP focus. Many of these partners still have SAP service & sales skills and we believe can be “spun up” rapidly to become the next successful partner.

The SAP value proposition is vastly enhanced since the prior engagement of the dormant partners, with the advent of Indirect by default in Corporate for NN and Partner Driven being wholly indirect. Plus business development investments directly with SAP and a significant rebate opportunity to reward investments and success. These new developments will allow SAP to address “dormant” partners effectively in what is a net new sales activity to persuade them to re-invest with SAP. This role will be aligned to the regional & MU recruitment and capacity plans thus ensuring maximum market coverage. Coverage will be secured by reactivation of partners filling solution, geo or industry gaps.

The role requires a hunter mind-set and is ideal for a sales team member who wishes to take advantage of SAP move to a partner- dominated business using their existing skills to help the partner organization in its mission to provide an effective, proactive sales. Channel to SAP.

Responsibilities

• Orchestration & tracking of all reactivation activities with assigned MU(s) to develop a target list that addresses MU need for capacity increase, typically based upon gaps in industry expertise or unused PD territory capacity.
• Helping to develop the dormant reactivation plan & methodology. Assisting in one-few/many communications activities to warm partners up.
• Engage with identified dormant partners, if currently managed then with the SPM, to discuss & understand from each partner why their SAP investment has ceased or diminished
• Develop an individual commercial business case for each target partners using their own KPIs to justify the profitability of the SAP practice securing re-investment.
• Sell the new SAP proposition securing partner commitment to pre-defined actions that “open the door” to your focus and SAP investment to reactivate.
• Leverage regional PES executives to assist in partner CEO meetings and as executive sponsorship as desired.
• Reviews and consults on long-term technology and business strategy planning with identified partners. Articulate the SAP strategy including partner cloud economics, partner ROI, and advise the partner on investments into various solutions; and presents 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
• Identifies areas for co-innovation (development of packaged solutions) and orchestrates co-innovation projects with the Partner Excellent Center team in WW PES.
• Orchestrate partner consumption tailored programs that are designed to accelerate partners re-integration with SAP and its sales force.
• Coach partner executives and sale leaders such that partner sales approach leads with pre-developed packaged solutions closing the previously identified coverage gaps.
• Orchestrate partner utilizing SAP DF (Demand Generation) funding and attendance at Blitz events to create pipeline for partner solutions.
• Work with partner on identified, and registered, SAP sales opportunities ensuring integration of SAP sellers where appropriate, correct behavior from partner & seller leading first closed transactions.
• Develop win stories, some strategic wins with Communications assistance, and distribute amongst relevant teams such as sales to promote your partners success and make a hero of aligned SAP sellers.

Experience & Educational Requirements

Experience & Language Requirements

• 5+ years of business experience in Sales working with partners or Channel Sales
• Demonstrable ability to work in multi-national, multi-cultural environments such as Continental Europe, Middle East and Africa.
• Demonstratable ability & experience at engaging at SAP MU.
• Demonstrated partnering skills including C-level in multi-national partners
• The ability to “sell” ideas and influence Partner Executives
• Strong Business Acumen to discuss Business Models and develop winning Business Plan with Partners
• Ability to constructively challenge Partners towards adopting new ways of driving business success embracing SAP strategy
• Understanding of competitive enviornment.
• Experience of SAPs public cloud offering and demonstrable knowledge of using it as a platform for development of partner packages.
• Strong knowledge of the complete SAP offering.
• Exceptional communication and presentation skills
• Business level English: Fluent
• Local language: None required

Education

• Degree level or equivalent

Other

Quantitative

• Revenue Enabling.
• Mandatory KPIs as defined in GCO compensation & benefits framework. Other KPIs based upon identification of and re-activation of dormant partners ultimately as measured by active pipeline and cloud bookings.

Mobility

• Travel typically 30% within EMEA region

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

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

Requisition ID: 444309 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid