Partner Ecosystem Management - Infrastructure & Hyperscalers

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.

Responsible for driving ecosystem growth and revenue influence through permanently assigned Partners across the ecosystem, achieving desired revenue and profitability objectives for both Partner and SAP. Act as a strategic thought leader and orchestrator of the Partner relationship end-to-end, including key engagement activities with all stakeholders. One face proxy to one or few actively managed partners across the entire partner lifecycle, with the goal of growing the partner’s SAP business and investment into their SAP practice across the SAP solution portfolio, particularly with Infrastructure and Hyperscaler partners.

Core tasks may include:

• Act as the SPOC for Global Programs impacting the region with Partner related updates such as new ecosystem players, sales plays and go-to-market motions

• Cascade Partner incentive updates into the regions and secure compliant adoption across the region

• Responsible for the set up and execution of the Governance framework across LAC, including QBRs with the Office of the President, Managing Directors and Country Managers, ensuring alignment across LAC, Market Units and Countries in line with Corporate guidelines.
• Serve as the first escalation contact for Partner-related topics in the region

• Set up all requirements to execute funding and rebates across all LAC countries in coordination with SAP offices

• Drive Partner and Sales readiness activities including bootcamps, joint go-to-market initiatives, co-selling enablement where applicable, and funding track enablement

• Support the operational readiness of joint processes including co-selling motions, funding tracks and advisory to the sales organization

• Forecast top accounts by country in coordination with regional stakeholders

• Drive alignment on top accounts by partner, collaborating with Lines of Business and stakeholders across LAC, Market Units and Countries

• Support business development initiatives with strategic ecosystem players and drive the development of joint practices with Infrastructure and Hyperscaler partners (e.g., cloud platforms and strategic infrastructure providers)

• Contribute to the onboarding and activation of new ecosystem players, supporting the development of joint value propositions and go-to-market initiatives

• Ensuring exceptional partner experience through all partner engagements with SAP

• Conducting a disciplined joint business planning process to expand the partner’s business with SAP, including a multi-year mid-term focused development plan

• Assisting partner in building transformational plans to differentiate themselves in the market and maximize creating customer lifetime value

• Evangelizing 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

• Coordinating joint marketing and business development efforts with partner, including effective partner-led demand generation tactics

• Focusing on partner readiness; supporting partner with becoming a self-sufficient, autonomous cloud solution partner while influencing the go-to-market motion without directly selling through VAR or Reseller models

• Leveraging the ecosystem to provide thought leadership into the market to showcase the SAP difference and grow SAP’s competitive advantage

Key Responsibilities & Tasks

Purpose

To orchestrate and oversee Partner relationships, fostering growth and driving Partner investments in SAP's solutions portfolio. The role ensures alignment with SAP's strategic objectives and enhances Customer Lifetime Value while enabling regional execution of global partner programs, hyperscaler ecosystem initiatives and joint go-to-market models.

Key Responsibilities

include but are not limited to:

• Develop and maintain a multi-year Partner business development plan, focusing on the Customer Value Journey to maximize Customer Lifetime Value.

• Create and execute an ambitious yet realistic business plan, ensuring Partners deliver on planned commitments.

• Drive ecosystem growth by supporting Partner-led demand generation, joint pipeline development across SAP’s portfolio.

• Manage the Partner relationship end-to-end, serving as a trusted advisor and supporting Partner autonomy.

• Ensure governance and alignment across regional leadership through structured engagement cadences including QBRs and executive reviews across LAC, Market Units and Countries.

• Act as the regional SPOC to operationalize and cascade global ecosystem programs and initiatives into the region.

• Support the operational execution of partner programs, incentives, funding and rebate structures across LAC countries.

• Drive alignment on top strategic accounts by partner, collaborating with Lines of Business and regional leadership to support forecasting and planning.

• Facilitate cross-functional collaboration between Partners, Sales, and internal SAP teams to drive ecosystem success.

• Act as a regional escalation point for partner-related matters and ensure resolution through appropriate internal channels.

• Support the development of joint ecosystem strategies with Infrastructure and Hyperscaler partners to accelerate SAP cloud adoption and expand market reach.

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: 448020 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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