Global Head Managed Service Provider (MSP) Sales and Business Development (f/m/d)

Job Description

We help the world run better

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.

YOUR FUTURE ROLE

The global managed service business is projected to reach a staggering US $711 billion by 2028, underlining the immense potential in this sector. The MSP channel has emerged as a fast growing indirect channel at SAP in 2024 with triple digit growth YoY. It represents an evolution as crucial indirect route in SAP’s go-to-market strategy, enabling customers to consume end-to-end managed services and Business Process Outsourcing (BPO) through a one-stop-shop service model from their trusted SAP partners.

SAP’s Global Head of MSP (f/m/d) will lead and motivate a team of highly experienced experts to drive aspirational growth of this indirect sales motion within the Partner Ecoystem Success Organization (PES). You are accountable to deliver quarterly and annual targets for the Managed Service Provider (MSP) channel and transform this into a repeatable motion of growth for SAP WW.

You are engaging with C-Levels and business leaders of global & major systems integrator and consulting firms (GSIs) to foster business planning and potentially needed organizational changes to succeed as Managed Service Provider (MSP) based on SAP Cloud Services.

Furthermore, you are driving change by establishing valuable and strong collaboration with other SAP teams inside and outside PES to increase efficiency and partner/customer satisfaction along the customer value lifecycle. Critical skill sets and experience include understanding of Consulting services engagement models, compliance and revenue recognition rules and sales tactics to lead the global and regional MSP teams on the path to build a sustainable and fastest growing indirect channel within SAP.

As a people leader you (f/m/d) are living our growth culture where we win as one, take charge, act with transparency, embrace curiosity, and role model our 3 leadership promises, always acting with the highest ethical and professional standards.

Tasks in detail:

• Annual Revenue - Achieve / exceed quota targets by Quarter.
• Establish “can-do” mindset while leading your team through the process to further develop the MSP business from incubation stage into a reliable indirect commercial model for SAP.
• Anchor the MSP model into our PartnerEdge framework, balancing our aim for efficiency against the value-creating needs of the commercial model creating investment needs.
• Constantly search for ways to evolve the MSP channel in a sustainable and compliant way to foster aspirational growth.
• Ensure compliance of all sales and partner efforts within your team.
• Be an ambassador for MSP externally as well as SAP-internally.
• Blueprint MSP business plans, salesplays and modern GTM strategies for and with your team in collaboration with your peers within PES and also outside PES.
• Understand partner strengths, economics, business imperatives and partner profitability.
• Achieve key stakeholder, including c-level, buy-in and investment for MSP business at top partners to support SAP’s growth strategy in terms of license and services capacity growth.
• Drive resolution of conflicts, in order to maintain a long-standing and productive business relationship based on mutual trust.

YOUR PROFILE

• We are looking for a very sales-focused personality with experience in big deals.

• Proven record of excellent performance in Sales, Presales, business development or channel management experience with experience of 10-15+ years
• Proven record of direct people leadership for 5+ years
• Proven track record in transacting with and through partners.
• Good network within SAP on local, regional and global basis
• Consistently achieving revenue, growth and profitability targets.
• English proficiency is a must

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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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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.

Requisition ID: 423184 | Work Area: Sales | Expected Travel: 0 - 60% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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